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:

Growth

The process of increasing in size, quantity, value, or strength.

Morbid Obesity

A condition characterized by an excessive amount of body fat, which may have adverse effects on health, including increased risk of diseases.

Weight Loss Program

A structured plan designed to help individuals achieve and maintain a healthier weight through diet, exercise, and sometimes medical intervention.

Determination Stage

A phase in behavioral change models where an individual is ready and committed to taking action to address a habit or issue.