A Company Realizes That Recent Layoffs at Its Primary Company

question 64

Multiple Choice

A company realizes that recent layoffs at its primary company reflect potential falling demands for its customers' products, and hence for its own products. The company has engaged in:

• A) flow strategy.
• B) market segmentation.
• C) mission statement redefinition.
• D) environmental scanning.

Understand the major categories of sales objections.

Recognize the strategic advantage of welcoming sales objections.

Identify specific sales objection categories including price, source, and no-need objections.

Learn methods for handling objections, including the boomerang method, direct and indirect denial, and compensation method.