As a Salesperson, You Must Sometimes Deal with a Prospect's

question 35

Multiple Choice

As a salesperson, you must sometimes deal with a prospect's objections to legitimate negative consequences of making a purchase.Often, what you'll do is justify those negative consequences with several benefits, which you hope will out-weigh the negatives in your prospect's mind.What system of handling objections is this called?

• A)compensation method
• B)scales of justice technique
• C)yo-yo technique
• D)refraction method
• E)double indemnity technique

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Definitions:

Zone Of Transition

A term in urban ecology referring to an area that is undergoing significant change or development, often characterized by social displacement.

Urbanized

Referring to areas or populations that are characteristic of cities or towns, often with high density of infrastructure and living spaces.

Population Control

Strategies and policies implemented to regulate the growth and size of human populations to ensure sustainability and quality of life.

Thomas Malthus

An English economist and demographer, best known for his theory that population growth will outpace the food supply, leading to societal collapse.