Multimedia sales presentations

Case Study Analysis: Sales Technology [10 Marks] SA L LS Tech lit.) lo gy How To Help Resolve Objections Using Social Media Social media can he a real asset in helping resolve objections in a sales call. Salespeople hear many objections in a given day, and there are a number of ways to resolve them. Social media offer new methods to help in this resolution. Thinking through some objections you will realize that they are usually questions by the prospects as to whether you can be trusted to meet their needs. In such cases, you can prove your skills, for example, by infusing your Linkedln page with proof of your skills. You can list certications, show education completed, have copies of white papers you've written, include a link to your blog, and of course, host recommendations from current and previous satised customers. There are many social media options for connecting multiple people in a single meeting, and the quality of such interactions just gets better each year, technologically. In large corporations with multiple layers of management and requirements of multidisciplinary input in decision making, technologies like Google Hangout, Skype, Zoom or WhatsApp are very helpful and convenient in conducting meetings and conferences in real time. Research through customer's social media pages, you can easily find links to their firm, and assess the approximate size of the organization. Plus, your Linkedln page can include many recommendations from current customers of different operational scales. You can also make use of tweets from satisfied customers, and pictures of successful implementations from your Instagrarn links. Questions: Case Study Analysis: Sales Technology Please read the Case Study and answer followmg Questions Suppose you are an experienced salesperson working with a reputed industrial machine supplier. You are presenting your FAB to a CEO of a steel manufacturing rm. How will you handle following objections that the prospect Is raising during your sales presentation? Objection-1: I'm not sure you've done this enough to really understand my needs? Objection-2: I'm going to need to nd a time that my engineer, who Is located In another city, can also meet with us. Objection-3: I'm not sure that would work in an organization of our size. Objection-4: Why should we change our existing supplier? Objection-5: We are planning to expand and start our operation In 3 more provinces. How will you fill our big orders if we decide to contract with your rm