Your Buyer Has Just Said,"Your Machines Break Down More Often

question 39

Multiple Choice

Your buyer has just said,"Your machines break down more often than most of your major competitors' machines." You decide to reply using the indirect denial method to handle this objection.Which of the following statements is the best example of this method?

• A) "That's true.However,they are 30 percent less expensive.So they're still a better deal for you."
• B) "That simply is not true.Studies show that our machines break down no more than our major competitors'."
• C) "That may have been true at one time.In fact,before we introduced our new quality control management system,that statement would have been right on target.However,things have changed."
• D) "I can see why you feel that way,but on the other side,we do have very good service centers where you could get your machine fixed."
• E) "You know,I think everyone should be as concerned about quality as you are."

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Definitions:

Non-Supportive

Lacking encouragement or assistance from others, often resulting in a negative impact on morale or success.

Effective Feedback

Constructive information or criticism given to someone which is intended to help improve or correct future actions.

Instruction

Direction or commands given for the purpose of teaching or educating.

Motivation

The process or factors that stimulate enthusiasm and willingness in individuals to pursue activities or goals.