Ethan Has a Testimonial from a Highly Respected Customer That

question 99

Multiple Choice

Ethan has a testimonial from a highly respected customer that counters the rumor Ethan's company doesn't have a strong research and development department. With which of the following types of objection handling methods is Ethan most likely to use the testimonial?

• A) Indirect denial
• B) Questioning
• C) Translation
• D) Compensation
• E) Reverse Contention Method (RCM)

---

Definitions:

External Attribution

The process of attributing the cause of one's own or others' behaviors to external factors or situational influences.

Self-Presentational Motivation

The drive to control the impressions others have of us; motives underlying our desire to present ourselves in a certain way to others.

Social Self-Efficacy

A person's confidence in their ability to engage in and succeed at social interactions and relationships.

Negative Outcome Expectancies

The belief or anticipation that the consequences of undertaking a certain behavior or action will be adverse.