Les techniques de réfutation
Authored by Stéphane SALAMA
Social Studies
KG - Professional Development
Used 4+ times
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6 questions
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1.
MULTIPLE CHOICE QUESTION
30 sec • 5 pts
Le vendeur accepte la remarque du client et y apporte un argument
VALORISATION
TÉMOIGNAGE
REFORMULATION INTERROGATIVE
ANTICIPATION
AFFAIBLISSEMENT
2.
MULTIPLE CHOICE QUESTION
30 sec • 5 pts
Le vendeur reformule l'objection à travers une question
VALORISATION
TÉMOIGNAGE
REFORMULATION INTERROGATIVE
ANTICIPATION
AFFAIBLISSEMENT
3.
MULTIPLE CHOICE QUESTION
30 sec • 5 pts
Le vendeur utilise le témoignage d'un autre client
VALORISATION
TÉMOIGNAGE
REFORMULATION INTERROGATIVE
ANTICIPATION
AFFAIBLISSEMENT
4.
MULTIPLE CHOICE QUESTION
30 sec • 5 pts
Le vendeur devance l'objection
VALORISATION
TÉMOIGNAGE
REFORMULATION INTERROGATIVE
ANTICIPATION
AFFAIBLISSEMENT
5.
MULTIPLE CHOICE QUESTION
30 sec • 5 pts
Le vendeur indique qu'il a saisit l'objection et qu'il y répondra plus tard
AFFAIBLISSEMENT
TÉMOIGNAGE
VALORISATION
ANTICIPATION
ÉCRAN
6.
MULTIPLE CHOICE QUESTION
30 sec • 5 pts
Le vendeur diminue l'importance de l'objection
AFFAIBLISSEMENT
TÉMOIGNAGE
VALORISATION
ANTICIPATION
ÉCRAN
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