1. List 3 reasons why it is important for a salesperson to anticipate a buyer's concerns and objections?

2. What is the best method to handle sales resistance?

3. Is one type of sales resistance (e.g., need, price) more difficult to handle than another (e.g., source, product, time) and if so, why is it more difficult to handle?

4. The following are some common objections in the travel/cruise industry. Keeping in mind the methods covered in the eTextbook on how to handle objections, write a two-sentence response directly below each objection to a prospective traveler in order to overcome their objection and change their mind. If necessary, do some general research so that your response is appropriate and relevant.

1 "This resort is too expensive. It costs much more money than I wanted to spend.

2"I have to check with my traveling companion before I make any decisions."

3"Group tours are only for senior citizens."

4"Cruises are so boring. There is nothing to do."

5"I've heard this airline is never on time."

6"Our friends went to that Resort in the Dominican Republic, and it rained every day."

7"What if that airline goes out of business before I get home."

8"I don't want to go on a cruise as I get motion sick."