7/24/2019 Role Play Assignment #4_Nicorette

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Role Play Assignment #4

Name: ______________________________ Date: ___________

Customer or Client Name: Smokeless Clinic

Situation Questions: (any further facts we need)

1.)

Problem Questions: (to uncoer im!lied needs " !roblems or dissatisfactions)

1.)

#.)

$m!lication Questions: (to transform !roblems (im!lied needs) into e%!licit needs)

1.)

#.)

&.)

Need'Payoff Questions: (to et the buyer to tell you the benefits of the solution)

1.)

#.)

&.)

ist # ob*ections the customer is li+ely to hae.

1.)

#.)

,es!ond to each ob*ection by usin one of the seen ob*ection'handlin methods

we went oer in class (and state which method you-re usin).

1.)

#.)