With the Head-On Approach to Handling Objections, the Salesperson

question 132

Multiple Choice

With the head-on approach to handling objections, the salesperson:

• A)will allow the customer to talk about his or her fears and worries, then relate how another customer had similar fears and how the product being sold met those fears or worries.
• B)answers the objection directly.
• C)will reply "yes, but..." and then explain how the product's benefits will answer the customer's objection.
• D)avoids confrontation by sympathizing with the customer, then provides the correct information.

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Definitions:

Relationship Behaviors

Actions taken by individuals in leadership roles that help to establish and maintain positive interactions and connections with others.

Directing Behaviors

Actions by a leader to guide, instruct, and oversee the performance of team members.

Leadership Behavior

Involves the actions, practices, and attitudes leaders use to influence their team's performance, motivation, and engagement.

Ohio State Studies

A series of studies that helped to identify leadership behaviors and styles by focusing on the behaviors of leaders and their effects on group performance.