[SOLUTION] Principles of Sales
Answer each of the following questions as completely as possible. Answer all parts of multi-part questions. Each response should be no more than four typed, double-spaced pages. These are critical thinking questions, but you must support your answers with facts from your reading and viewing materials. Do not merely copy your answers from your course materials. Formulate answers in your own words, paraphrasing or quoting the course materials as appropriate. Be sure to cite these references in an appropriate manner by using footnotes or endnotes. If you use outside sources to strengthen your answers, be sure to cite them also. Before submitting your work, proofread it for correct spelling, grammar, complete sentences and paragraphs, and clarity of expression. Be sure to keep a copy of each assignment for yourself. Consider that you are selling a line of toys that, because they are made overseas where labor costs are far lower, can be sold using a low-price strategy. If a buyer raises a price-based objection, what would you say to convince him that your price is appropriate? What closing strategy might you use here? Consider the same scenario as in question 1–that you are selling a line of toys that, because they are made overseas where labor costs are far lower, can be sold using a low-price strategy. If a buyer says, “You get what you pay for, and I don’t want inferior foreign goods,” what would you say to convince her that your products are of equal quality to those made in the United States?
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