1. Overcoming objections is a key part of successful moving customers to "Yes". PART A) List the 5 types of Objections Customers typically offer and describe what each is (5 Marks) and PART B) describe the process you might use (to overcome some of these objections 3 Marks) 2. As an increasingly important member of S B&D's Sales team, you have established a strong reputation as a "problem Solver". This will come in handy as one of your bigger accounts "F-Tech" is having serious issues competing on anything other than price. PART A) What are the three skills needed in solving Customer Problems? When question customers what does the SPIN questioning method stand for and describe how it works best. [8 Marks 3. Background: You've had success at Stanley Black & Decker in your initial role as an Inside Sales Representative and have now been promoted into a Key Account Manager role with responsibility for some 50 accounts of various size and complexity. One of your biggest accounts is a long-term client who has a deep understand of your products and the industry. This Account is also remote in location which means you have to do your selling online. PART A) what type of Presentation will you use [ Memorized/Formula/ Need-Satisfaction]? Also describe what advantages or disadvantages this type of presentation offers and why you would use its [4 marks] Part B) Virtual presentations will be required. List reasons for sales-presentation failure and strategies to prevent such failures. [4 Marks] 4. Negotiating is a key selling skill. Now that you've successfully presented your lines, heard and understood the customer's objections, you're ready to negotiate. PART A) Define what a negotiation is? [2 Marks] PART B) Outline and describe the basic negotiation concepts or [ Basic elements]: [6 Marks]