When a Golfing Club Manager Says,"I Am Concerned That Our

question 65

Multiple Choice

When a golfing club manager says,"I am concerned that our club members will find the low center of gravity in the Taylor clubs mess up their golf swings," the Taylor salesperson responds,"I understand how you feel about the clubs.Another buyer felt the same way as you do until he tried the clubs for a month.He found them easy to use and that they actually improved his average score." Which method of dealing with objections is the Taylor salesperson using?

• A) Compensation
• B) Indirect denial
• C) Submissive
• D) Referral
• E) Direct denial

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Definitions:

Problem-Focused Coping

A stress management strategy that involves identifying and addressing the root cause of a stressor directly.

External Locus

Refers to an individual's belief that their success or failure is influenced by external factors beyond their control.

Locus of Control

A psychological concept referring to individuals' beliefs about the extent to which outcomes of their actions are due to internal or external factors.

Type A Personality

A personality characterized by competitiveness, high ambition, aggressiveness, impatience, and a sense of urgency, often linked to stress and health issues.