• February 7th, 2017


Paper , Order, or Assignment Requirements

1. In Chapter 13’s Selling In Action, Chester Karass is quoted as saying “In business, you don’t get what you deserve, you get what you negotiate.” Do you agree with this statement? Why or why not?

2. What are BATNA and ZOPA? How do these concepts help in building your negotiation strategy?

3. Which steps of the Six-Step Presentation Plan do you think make closing the sale easier if done well? Which stages make closing unlikely if not done well?

4. Review the guidelines and specific methods for closing the sale in Chapter 14.
1. Select a common objection from Chapter 13.
2. Which guideline would you use when planning to close the sale?
5. What do we mean by sales promotion? Does this add value or take it away?

6. Going deeper into sales promotion strategy, one of the most common vehicles used lately is BOGO – Buy One Get One. What do you think of this strategy? When has it worked to lure you to part with your hard earned dollars? What is the best sales promotion you have seen?

7. How have charities learned to compete for our donation dollars? How are they using PR? What charities are succeeding? What charities are failing?

8. Is all publicity created equal? Can publicity do more harm than good? How so?

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