The Compensation Method of Responding to Objections Is Often Referred

question 76

Multiple Choice

The compensation method of responding to objections is often referred to as the superior benefit method because:

• A) the advantage of one attribute overcomes a concern about a less important attribute.
• B) selling firms determine which strategy to use for each customer based on such factors as the estimated value of the customer.
• C) the salesperson knows where the buyers stand and if they are paying attention.
• D) the information provided by the salesperson is usually perceived as more credible than information from paid communication sources.
• E) the advantage of getting an immediate feedback from the buyer increases rapidly.

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Definitions:

Television Watching

The activity of viewing content on a television, which can influence behavior, attitudes, and various aspects of development.

Social Identity

The aspect of an individual’s self-concept derived from perceived membership in social groups, influencing one’s sense of belonging and behavior.

Cultural Group

A community of individuals who share common languages, customs, values, traditions, or beliefs.

Domain Specific

Relating to knowledge or skills that are limited to a particular area, subject, or field.