Doug Ames Sells Mercedes Benz Automobiles

question 59

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, the dependability, and the prestige associated with the Mercedes Benz. What technique did Ames use to handle the prospect's objection?

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

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Definitions:

Minor Axis

The shortest diameter of an ellipse, which passes through its center and is perpendicular to the major axis.

Function

A connection between a collection of inputs and a group of allowable outputs where each input is tied to only one output.

Graph

A diagram showing the relation between variable quantities, typically of two variables measured along a pair of axes at right angles.

Function

An association involving a series of inputs and an approved set of outputs, where every input corresponds to a singular output.