A Salesperson Counterbalancing the Objection with an Offsetting Benefit Is

question 29

Short Answer

A salesperson counterbalancing the objection with an offsetting benefit is using the _____________method of handling objections.

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Definitions:

Weighted Additive Rule

This rule is a decision-making strategy where alternatives are evaluated by multiplying each attribute's importance weight by its quantitative value, then summing these products to determine the best option.

Compensatory Rule

A decision rule used in consumer choice where the negative aspects of a product can be compensated by its positive aspects.

Price-Quality Relationship

The perceived association between the cost of a product or service and its quality, influencing consumer decision-making.

Product Signal

Indicators or features of a product that communicate its quality, authenticity, or prestige to consumers.