Which of the Following Statements About Forestalling Objections Is True

question 46

Multiple Choice

Which of the following statements about forestalling objections is true?

• A)It should be avoided in written proposals, since it may draw buyer attention to weaknesses that otherwise would not have been noticed.
• B)Salespeople use it to deal with aspects of their product offering that are not vulnerable to competition.
• C)Forestalling keeps prospects from having to publicly change their position, since the objection is never uttered.
• D)With skill a salesperson will eventually be able to forestall all objections.
• E)At all costs, avoid any mention of price.

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Definitions:

Target Cost

The maximum amount that can be spent on a product to ensure a desired profit margin is achieved.

Market Dictated Price

The price of a good or service as determined by the supply and demand dynamics in the open market.

Markup Percentage

A percentage added to the cost price of goods to cover overhead and profit.

Total Cost Concept

An accounting principle that sums all costs associated with the production of a good or service, including direct, indirect, fixed, and variable costs.