With the Indirect Approach to Handling Objections, the Salesperson

question 29

Multiple Choice

With the indirect 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:

Intent to Use

Refers to a customer's expressed or implied intention to purchase and use a product or service in the future, often measured in marketing research to predict product success.

Trademark Law Revision Act

Legislation that amended federal trademark law, making significant changes such as allowing for the registration of a trademark based on intent to use, among other provisions.

Lanham Act

The primary federal trademark statute in the United States, governing trademarks, service marks, and unfair competition, enacted in 1946.

Tying Arrangement

A business practice in which a seller requires buyers to purchase an additional, often unrelated, product or service as a condition of buying a desired product.