When Dealing with the Buyer's Objections, Successful Salespeople Do NOT

question 22

Multiple Choice

When dealing with the buyer's objections, successful salespeople do NOT:

• A)develop and maintain a positive attitude about objections.
• B)relax and listen, never interrupt the buyer.
• C)postpone known concerns before they arise.
• D)make sure the objection is not just an excuse.
• E)anticipate objections in preparing helpful responses.

---

Definitions:

Attitudinal Structuring

Activities and efforts aimed at shaping and changing the attitudes, perceptions, and relationships between labor and management.

Professionalism

The adherence to recognized ethical standards, competence, and behaviors expected of professionals in a given field.

Sunshine Laws

Refer to laws that require certain proceedings of government agencies to be open or available to the public, promoting transparency.

Public Sector

The part of the economy that is controlled by the government, including public services and enterprises.