If Unable to Successfully Overcome Buyer Resistance, the Salesperson Should

question 21

Multiple Choice

If unable to successfully overcome buyer resistance, the salesperson should:

• A) Gracefully end the sales call
• B) Continue moving forward as if the resistance no longer exists
• C) Remind the prospect that nothing is perfect and then ask again for the sale
• D) Remind the prospect that nothing is perfect and ask the buyer to disregard the issue causing the resistance
• E) Ask to speak to someone else in the organization

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Definitions:

Cost of Goods Sold

The direct costs attributable to the production of goods sold by a company, including material, labor, and manufacturing overhead expenses.

Indirect Materials

Materials used in the production process that do not become an integral part of the final product and are not directly assignable to specific units produced.

Manufacturing Overhead

All indirect costs associated with manufacturing beyond direct materials and direct labor.

Raw Materials

Basic materials and substances used in the initial stages of production before being transformed into finished products.