Exploring the Net (See related pages) This chapter describes how many successful salespeople forestall known or suspected objections. Now, head to the Web and look at two Web sites for firms or organizations that solicit business there. Sites to choose from include the following: www.mmm.com/office www.kohlerco.com www.dupont.com www.kellyservices.com www.baylor.edu www.sheplers.com www.amazon.com www.findsvp.com www.uta.edu/coba/market/grad/market.html www.hp.com www.astound.com www.nec.com www.da-lite.com For the firms or organizations you selected, answer these questions: Has this firm or organization forestalled objections to its products or services? If so, how? Rate the firm's (or organization's) attempts at forestalling objections. In other words, has it done a good job at forestalling the concerns that a potential buyer might have? How might the firm improve in this area?
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