What Should the Salesperson Do If the Prospect Angrily Challenges

question 37

Multiple Choice

What should the salesperson do if the prospect angrily challenges the veracity of the claims made about the product?

• A) Give green signals.
• B) Take control of the presentation.
• C) Use the Paul Harvey dialogue.
• D) Act diplomatically.
• E) Politely correct the prospect.

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Definitions:

Bickering

Petty, peevish arguing, often involving trivial matters.

Adaptive Challenge

A problem or obstacle that is complex, unclear, and requires new learning, innovative problem-solving approaches, and often changes in people's priorities, beliefs, habits, and loyalties.

Espoused Values

The declared set of values and norms that an organization claims to follow and which are supposed to guide the behavior of its members.

Downsize

The reduction of a company's workforce to lower expenses, often resulting in layoffs.