Cole Is Selling the Services of His Contracting Company to Refurbish

question 128

Multiple Choice

Cole is selling the services of his contracting company to refurbish and paint a large Victorian home. The prospect expresses concerns about the environmental impact of paint sprayers. Cole responds with an EPA report that says pollution is virtually nil with paint sprayers. What method does Cole use to handle the prospect's objection?

• A) Third-party answer
• B) Return-on-investment
• C) Trade-off
• D) Reciprocal
• E) Counterbalance

---

Definitions:

Morale

The overall attitude, satisfaction, and confidence of a group or individual particularly in the context of work or team environments.

Organizational Language

Pertains to the specific set of terms, jargon, and communication styles unique to a particular organization or workplace.

Metaphors

Figures of speech in which a word or phrase is applied to an object or action to which it is not literally applicable, often used for symbolic or comparative purposes.

Expressions

Ways in which thoughts, feelings, or ideas are conveyed through words, gestures, or facial expressions.