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.

---

Definitions:

Research Study

An organized inquiry designed to develop new knowledge or validate existing knowledge based on systematic investigation.

Ethical

Pertaining to or dealing with morals or the principles of morality; pertaining to right and wrong in conduct.

Digital Object Identifier

A unique alphanumeric string used to identify a document, article, or object on the internet, ensuring a permanent web address.

Bibliographic Research

Research that involves the use of texts, literature, and documents as the primary source of information for study and analysis.