Which of the Following Statements Should a Salesperson Use to Accept

question 199

Multiple Choice

Which of the following statements should a salesperson use to accept the objection?

• A) "I think I might be able to explain that better to you after showing you this diagram."
• B) "Yes, you're right, it is lighter. Customers haven't mentioned that as a problem-why do you think it might be?"
• C) "That's true. It does have a shorter shelf life, but that really hasn't been a problem. It is so popular it never stays on the shelf that long anyway."
• D) "Where did you hear that? Your source must have erroneous information."
• E) "As I was saying…."

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Definitions:

Contingency Theory

Contingency Theory is a behavioral theory that suggests the effectiveness of leadership or decision-making strategies is contingent upon the context and situation.

Maximization Theory

A theory suggesting that individuals seek to maximize expected utility in decision-making scenarios, often considered in economics and psychology.

Guthrie

Edwin Ray Guthrie was a psychologist known for his associationist theories of learning, emphasizing the contiguity principle.

Hull

A reference to Clark L. Hull, an influential psychologist known for his work on drive theory and behaviorism.