When the Prospect Said, "I Know That Your Company Usually

question 59

Multiple Choice

When the prospect said, "I know that your company usually ships in batches of 6 dozen cases, but I don't have room to store that much merchandise." The salesperson must first:

• A) try to negotiate with the customer to make a sale.
• B) determine if the prospect is setting a condition.
• C) smoke out the hidden and hopeless objections.
• D) use a dodge to create interest in the prospect.
• E) determine if the objection is major or minor.

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Definitions:

Entrance Fee

A charge for entering a facility, participating in an event, or joining an organization or club.

Fixed Inspection Cost

A cost that remains constant in total for the inspection process regardless of the level of production.

Machine-Hours

An assessment of the level of productivity or operational activity, based on the time span machinery is active.

Sales Commissions

Payments made to sales employees as a percentage of the sales they generate.