Under What Conditions Should a Salesperson Make Use of the Direct

question 72

Essay

Under what conditions should a salesperson make use of the direct denial method for handling objections? When should the method not be used?

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Definitions:

Selling

The process of persuading someone to buy a product or service, involving communication and negotiation skills.

Path-Goal Contingency Leadership Theory

A theory suggesting that a leader's effectiveness is determined by how well they enhance their followers' performance and satisfaction by offering guidance, support, and motivational incentives.

Clarify the Path

The process of making the steps or route to achieving a goal or task more understandable and less ambiguous.