With the Compensation Approach to Handling Objections, the Salesperson

question 68

Multiple Choice

With the compensation 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.

Recognize the role of absolutism in shaping European politics and society, including the practice of establishing large standing armies.

Analyze the artistic and cultural expressions of power during the age of absolutism.

Understand the basic concepts of sensation and perception and their distinctions.

Grasp the mechanisms and implications of sensory adaptation.

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Definitions:

Cultural Differences

Variations in the norms, values, beliefs, and practices among people from different backgrounds or societies.

Negative Message

Communication that conveys disappointing, discouraging, or unfavorable information.

Peers

Individuals who are of same age, status, or ability as oneself.

Pattern of Organization

The structure or arrangement of ideas and elements within a text or presentation.