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Specialized Methods of HandlingObjectionsThere are seven specialized methods forhandling <strong>objections</strong>:• Substitution• Boomerang• Question• Superior-point• Denial• Demonstration• Third-partyMarketing Essentials Chapter 14, Section 14.2
substitutionmethodA selling methodthat involvesrecommending adifferent productthat would stillsatisfy thecustomer’s needs.Specialized Methods of HandlingObjectionsThe substitution method X involvesrecommending a different product that wouldsatisfy the customer’s needs.Marketing Essentials Chapter 14, Section 14.2
Page 1 and 2: Product Chapter Presentation 14Pres
Page 3 and 4: Organizing the Product Presentation
Page 5 and 6: Show and TellAfter you have learned
Page 7 and 8: Make the Presentation Come AlivePla
Page 9 and 10: Make the Presentation Come AliveDem
Page 11 and 12: Make the Presentation Come AliveIt
Page 13 and 14: SECTION 14.1 REVIEW- click twice to
Page 15 and 16: Understanding ObjectionsobjectionsC
Page 17 and 18: Plan for Objectionsobjectionanalysi
Page 19 and 20: Common ObjectionsThis ad anticipate
Page 21: paraphraseTo restatesomething in ad
Page 25 and 26: Specialized Methods of HandlingObje
Page 27 and 28: Specialized Methods of HandlingObje
Page 29 and 30: third-partymethodA selling methodth
Page 31: SECTION 14.2 REVIEW- click twice to

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