Short Answers [10 Marks] Q-2 (a) While making a presentation to your prospects you often are trying to understand the reasons behind the prospect's resistance or objection. You need to determine why the prospect is stalling by asking some questions. Give at least two examples of such questions. (b) How does the professional salesperson handle a source objection? (e) Describe why should salespeople welcome sales objections? (d) What are the three basic reasons why salespeople find it difficult to close the sale? (e) What should the salesperson do if he or she is unable to close the sale? Critical Thinking Questions [10 Marks] Q-3. This is a course in professional sales training that highlights sales tips/guidelines for new aspiring sales professionals. Imagine you are a manager in an industrial setting and have hired new staff to cover a new territory. On the first day of their training on the job, what sales tips/guidelines you will share with them to be successful in professional sales? Please list at least five guidelines that you believe are essential for new sales trainees. (b) Number wise explain how these five sales tips/guidelines are going to help them. (c) Number wise explain why your trainees may not be successful in professional sales if they don't practice according to those guidelines. Critical Thinking Questions [10 Marks] Q-4. Explain the difference between Aggressiveness and Assertiveness in sales. Provide an example of a statement representing aggressiveness and one statement demonstrating assertiveness on the part of the salesperson. (b). Assume you are a salesperson for the Popular Computer Corporation, You have finished your computer presentation, and the purchasing agent for Shell-Canada says, "Well, that sounds really good and you do have the lowest price I have ever heard of for a computer system. In fact, it's $200 000 less than the other bids. But we have decided to stay with IBM, mainly because $200 000 on a $1 million computer system is not that much money to us." Let's further assume that you also know that other than price, IBM has significant advantages in all areas over your product. What would you do?