12. Objections in the Sales Process

  1. Marvin C. McMaster

Published Online: 13 AUG 2010

DOI: 10.1002/9780470615935.ch12

Buying and Selling Laboratory Instruments: A Practical Consulting Guide

Buying and Selling Laboratory Instruments: A Practical Consulting Guide

How to Cite

McMaster, M. C. (2010) Objections in the Sales Process, in Buying and Selling Laboratory Instruments: A Practical Consulting Guide, John Wiley & Sons, Inc., Hoboken, NJ, USA. doi: 10.1002/9780470615935.ch12

Publication History

  1. Published Online: 13 AUG 2010
  2. Published Print: 28 JUN 2010

ISBN Information

Print ISBN: 9780470404010

Online ISBN: 9780470615935

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Keywords:

  • objections in sales process and systematic selling;
  • handling objections as a counselor;
  • Wilson Learning's technique, for handling lack of urgency - variation of “feel, felt, found” called LSCPA

Summary

This chapter contains sections titled:

  • Systematic Selling

  • Assistance of Sales Tools

  • Use of Demonstration Equipment