Doug Ames Sells Mercedes-Benz Automobiles

question 135

Multiple Choice

Doug Ames sells Mercedes-Benz automobiles. While making his sales presentation to a newly qualified prospect, the prospect said, "Doug, I would really like to buy the car, but you know, the price of the automobile is just too high." In order to answer the prospect's objection, Ames responded, "Sir, you are correct. The price of the Mercedes-Benz automobile is high because of what you are getting for that price." Ames then proceeded to describe the quality of the materials used in the car, the high resale value of the car, and the dependability and prestige associated with the Mercedes-Benz brand. What technique did Ames use to handle the prospect's objection?

• A) the postpone technique
• B) the agree and neutralize technique
• C) the denial technique
• D) the accept the objection technique
• E) the acknowledge and convert technique

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Definitions:

Gross Profit

The difference between revenue and the cost of goods sold, representing the basic profitability of a company's products or services.

Sports Apparel

Clothing and accessories designed for sports and physical activities.

Depreciation

The allocation (spreading) of the cost of an asset (such as an auto or equipment) over its expected useful life.

Square Footage

A measurement of area expressed in square feet, often used to determine the size of a room or building.