Unit 15 Assessment

Unit 15 Assessment

Handling Objections

I requested the assistance of a friend for creating a scenario, where I had to sell a pair of running shoes to the customer. I became the salesperson and my friend, the customer. In the scenario, my friend visits a shoe store and I assist him while buying the shoes. According to question the customer finds the selling price to be too high, but the consultant is able to convince him to buy the product. Below is the dialogue between me and my friend. “Hi, how are you? Welcome to Bato.” “I am great. Thanks. Actually this is my first time in Bato.” “Oh. So I would introduce you to our company a little bit. We are in business since 1992 and are one of the biggest shoe selling companies in Australia. Our first store opened in Melbourne, but now we have our retail stores throughout Australia. So what type of shoe are you looking for?” “Thanks for the information. I was actually looking for running shoes.” “We have the best running shoes you can find in the market. These shoes are designed after extensive research, which also involve the consideration of leading athletes in the field.” “These look nice. Is this the only section you have for running shoes?” “No, we have other sections, as well. What features are you looking for?” “I am looking for something that is comfortable and helps in running.” “These shoes right here are the most comfortable and are specifically designed for running. They weigh only 240g and are the lightest shoes you can get. Most of the athletes recommend light shoes for running. You want to try one?” “Well, yes. These are really comfortable and light. Can you tell me the price?” “They cost $200. Do you have any colour preference?” “$200 is really expensive. I can only afford up to $150. You don't have any discount?” “This is the minimum price that you can get in the market. These shoes are the lightest as I have told you before and some of the well known athletes use the same product while running. I can show the ones which are less expensive if you want.” “Well, but I am interested in these.” “We don't give discounts, but I will see if I can do something for you. I will be flexible with you; what about $190?” “I really like the shoes, but $190 seems a lot. How about $170?” “I cannot offer them for $170, but as you like them, I can talk to my manager and see if we can offer them for $185.” “Ok. Sure.” “I am happy to tell you that my manager has agreed the sale at $185. I will wrap it up. Do you want anything else?” “No. Thanks a lot.” “Thank you for shopping at Bato. You can also leave your number with us, and we will inform you of the special offers and discounts in the ...