Selling 9th Edition by Stephen Castleberry,John Tanner

Exercise 7

Hometown Focus is a small, locally owned and operated free weekly newspaper operated in Virginia, Minnesota. The paper was established in 2007 and is available in print and online. It is a community-driven newspaper that allows members in the community to share their stories, recipes, and photos. It is a small business that employs only nine people, but they do have over 400 contributors from 40 local communities. You can view more details about the paper at their Web site: http://www.hometownfocus.us.
Carlos Rivera is a salesperson for Hometown Focus and has made an appointment with Vijay Patel, a sales manager at Iron Trail Motors, a Chevrolet and Toyota dealership located in Virginia, Minnesota. Iron Trail offers quality new and preowned cars, trucks, and SUVs with a strong service department. Iron Trail already does advertising with a competing local newspaper called Mesabi Daily News, a daily, paid-subscription newspaper. Carlos is planning to discuss having Iron Trail Motors place ads in both its online and its print version of the paper.
Describe how you would respond to each objection listed in question 1. Be sure to label the methods. Make any assumptions necessary to create your responses.
Sources: http://www.hometownfocus.us, http://www.virginiamn.com/site/forms/subscription_services, and http://www.irontrailchevrolet.com