When the Prospect Asked How Quickly Replacement Parts for the Wood

question 62

Multiple Choice

When the prospect asked how quickly replacement parts for the wood laminating machine could be delivered in the event of a part failure, the salesperson said, "Before we discuss replacement parts, let me explain to you how my company's machine reduces waste to a minimum and still produces beautiful laminations." What method for handling an objection was used in this example?

• A)revisit method
• B)compensation method
• C)acknowledge method
• D)forestalling method
• E)postpone method

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Definitions:

Pythagoras

A Greek mathematician.

Vector

A line having a specific length and direction.

Magnitude

A numerical value assigned to the size or amount of a physical quantity (such as force, mass, or electric current) without regard to its direction.

Direction

A course along which someone or something moves.