Question 3

Points to consider in meeting prospect's objections include:

(1)Plan for objections

(2)Anticipate and forestall

(3)Handle as they arise

(4)Be positive

(5)Listen - hear them out

Provide relevant example to show a salesperson, who works for a frozen food producer, uses each point to meet the objections from a retailer. Justify how the salesperson's messages can meet the retailer's objections.

[Total: 25 marks]