Which of the Following Is an Important Feature of the Indirect

question 13

Multiple Choice

Which of the following is an important feature of the indirect denial method of responding to objections?

• A) Salespeople recognize the position of the customer who makes an objection and then continue by introducing substantial evidence.
• B) In this method,the buyer's objection is used as a means of getting rid of the salesperson.
• C) This method stimulates salespeople to base their sales presentations on an analysis of the customer.
• D) Salespeople admit that every objection made by the buyer is valid and then proceed to show any compensating advantages of a product or a service.
• E) Successful salespeople discuss only those objections that specifically address the needs of the prospect.

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Definitions:

South Pole

The southernmost point on the Earth's surface, depicted as the point where the Earth's axis of rotation intersects its surface in the Antarctic.

Antarctica

The Earth's southernmost continent, containing the geographic South Pole, noted for its vast ice sheets and extreme cold temperatures.

Mesozoic

The geological era that lasted from about 252 to 66 million years ago, including the Triassic, Jurassic, and Cretaceous periods, known for the dominance and eventual extinction of dinosaurs.

Gondwana

An ancient supercontinent that included present-day Africa, South America, Antarctica, India, and Australia, existing from the late Neoproterozoic until its break-up in the Jurassic period.