When Vance Proposed Switching the Company to Jajah for VOIP

question 91

Essay

When Vance proposed switching the company to Jajah for VOIP telephone calls,he had to approach Deborah,assistant to the firm's head purchasing agent,to find out how to proceed.Everyone in the company knows that nothing gets purchased without going through Deborah first.What role does Deborah play in a buying center?

Recognize the importance of the five-question sequence method in overcoming objections.

Appreciate the significance of asking for the order even when facing objections.

Identify different types of objections including reseller and source objections.

Apply various techniques such as dodge, price/value formula, and boomerang in handling objections.

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Definitions:

Consumer Demand

The desire of purchasers, consumers, or buyers for a particular good or service supported by the ability and willingness to pay for it.

Midpoint Formula

A method used in economics to calculate the elasticity of demand or supply, measuring the relative response to changes in price or income, based on the average of initial and final values.

Quantity Effect

The change in the quantity demanded or supplied as a result of changes in price, holding all else constant.

Price Effect

The impact on consumer demand and supply of goods or services caused by a change in the price of those goods or services.