The Sailor Who Was Preparing to Join a Crew Sailing

question 89

Short Answer

The sailor who was preparing to join a crew sailing a clipper ship replica from New York to the coast of France told the Panasonic salesperson, "I'd love to record the trip on a computer, but there is no computer in the world that can withstand the weather conditions we're likely to run into." The salesperson responded, "I understand what you are saying, and I agree that five years ago there was not a laptop computer anywhere that could withstand extreme water conditions. But Panasonic has developed the CF-M34 laptop, specifically for rough weather conditions. It was tested on oil well drilling platforms under the most rigorous conditions, and the CF-M34 never failed to operate as expected." What method for handling objections did the salesperson use?

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Definitions:

Neo-Freudian

A term referring to psychologists who accepted the basic components of Freud's theory but modified and expanded upon it to include social and cultural aspects.

Carl Jung

A Swiss psychiatrist and psychoanalyst who founded analytical psychology, emphasizing the importance of the individual psyche and the personal quest for wholeness.

Alfred Adler

An Austrian medical doctor, psychotherapist, and founder of the school of individual psychology who introduced concepts such as the inferiority complex and stressed the importance of feelings of inferiority.

Collective Unconscious

A concept proposed by Carl Jung referring to the part of the unconscious mind which is derived from ancestral memory and experience and is common to all humankind.