As Thomas Described His Firm's Landscape Maintenance Program to a Buyer

question 99

Multiple Choice

As Thomas described his firm's landscape maintenance program to a buyer for Allentown Medical Center,the buyer interrupted,"Your program sounds like a winner,but I'm not interested in doing business because start-up landscaping firms go in and out of business in just a few months." Thomas responded with,"I'm sorry,but that simply is not true of our firm.We have been in the business for over 15 years." Thomas's response illustrates the _____ method of responding to objections.

• A) compensation
• B) boomerang
• C) direct denial
• D) referral
• E) postpone

---

Definitions:

Short-day Plant

Plants that require long nights (short days) to induce flowering.

Poinsettia

A plant with red and green foliage, often associated with Christmas.

Cryptochrome

A class of flavoproteins that are sensitive to blue light and are involved in the circadian rhythms and photoperiodism in plants and animals.

Clock Protein

A component of the circadian clocks of organisms, involved in maintaining the biological rhythm according to a 24-hour cycle.