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:

Uniform Buildings

Architectural structures designed and constructed to have a consistent or standardized appearance, often within a particular area or development.

Secondary Education

The stage of education following primary education, usually provided for teenagers and focused on preparing students for higher education, vocational education, or employment.

Working Class

A social group consisting of people employed in lower tier jobs, often involving manual labor, and who typically possess less economic power and educational attainment compared to the middle and upper classes.