Directions: In complete sentences, answer each of the questions below.

1. Complete each of the following: (3 points)

Overcome the objection I dont know my schedule by rephrasing the objection as a question.

Use feel-felt-found to overcome the objection I dont really like basketball all that much.

Use the compensation method to overcome the objection this package is awfully expensive for a business our size.

2. Assume you are selling in a full menu marketing environment for a minor league baseball team. Craft a response for the My schedule is busy objection using three of the approaches outlined in Chapter 9. State which approach you are using with each attempt at overcoming the objection. (3 points)

3. Assume you are ready to close the sale on a premium suite for a corporation. Create a sales dialogue between you and the decision-maker that results in a successful sale using the following closing methods: (3 points)

Direct request

Benefit summary

Legitimate alternative choice

3. Use the You could, but technique to create a sense of urgency in the following scenarios: (1 point)

We probably want to renew but will wait until before the season starts.

I think we might want to do a large group outing on July 4, but Ill need to confirm that date with everyone in the group.