When Presenting Solutions, Chris (A Salesperson)often Has to Handle Buyer

question 15

Multiple Choice

When presenting solutions, Chris (a salesperson) often has to handle buyer resistance. Chris should think of buyer resistance as a(n) ___________ event.

• A) Negative
• B) Unimportant
• C) Positive
• D) A buyer initiated challenge (BIC)
• E) Show stopper

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Definitions:

Mood

A feeling state that is not clearly linked to some event.

Arousal

A physiological reaction, including faster heartbeat and faster or heavier breathing, linked to most conscious emotions

Physiological Reaction

Bodily responses to stimuli, which can include changes in heart rate, hormone levels, and muscle tension.

Sexual Activity

Behavior that involves sexual intercourse or other actions aimed at sexual stimulation.