As the leadsalesperson, you know the significance of being prepared with responses to objections. Predicting these objections is an acquiredcustomer relationship managementskill that depends on a value analysis and customer value proposition. You have to know your product, your customer's needs, and your competitor's response when youimplement business communication strategies to build and maintain this relationship.

Review the "Case 10.2 The London Telegraph" excerpt provided below or access it in Ch. 10, "Responding to Objections," of your textbook.

The Telegraph(which publishesThe Daily Telegraph,The Sunday Telegraph, and the online version ofThe Telegraph), founded in 1855, is widely viewed as the national "newspaper of record" in England. Due to its many awards and news-breaking journalism, it holds a strong, international reputation as one of the highest-quality newspapers in the world. The newspaper's circulation is around 500,000, down a great deal from its high of around 1.5 million.

You are a salesperson forThe Telegraph. Today you are meeting with Skylyn Richards, senior advertising manager of Barnebys Auctions. Barnebys Auctions has websites that feature online auctions of art, antiques, and design.

You are planning to discuss having Barnebys place ads in both the online and print versions ofThe Telegraph. The outcome of this afternoon's meeting with Skylyn Richards is important for making your quarterly quota. Part of the preparation for your meeting is todraft out your pitch and think through the client's reactions, including their objections.

Adapted fromSelling: Building partnerships(11th ed., p. 283),by S. B.Castleberry and J. F. Tanner, 2022,McGraw-Hill Education. Copyright 2022 byMcGraw-Hill Education. Adapted with permission.

Assessment Deliverable

Draft a sales pitch with a chart in the same document that will help you prepare for your sales meeting with Skylyn Richards from Barneby's Auctions.

Write a maximum three hundred word sales pitch that you plan on presenting to Skylyn. To gain their commitment, clearly communicate your value proposition of placing ads in both online and print versions of the newspaper.

Using each of the 5 types of objections, determine how Barneby's Auctions may object to your sales pitch. Make any assumption necessary, within reason, to create your responses. Include a chart below your sales pitch with the following information:

• Objection
• Type of objection
• Potential reason for objection
• Potential response to objection

Ensure your responses to each objection clearly demonstrate the value of your product.

Cite any sources used to support your assignment and format citations and references according to APA format.

Submit your assessment.