Compare the Following Statements Made by a Salesperson and Select

question 73

Multiple Choice

Compare the following statements made by a salesperson and select the one that exemplifies handling objections by denial.

• A)We can discuss the product's warranty in a few minutes, but first let me explain one more important benefit of the product.
• B)Yes, our service time is slower, but our service staff has won the Best Service in the Industry award for the past 5 years.
• C)It simply is not accurate to claim that our product is a copycat of XYZ brand. We have a patent showing how our product is considerably different.
• D)Yes, our prices are higher, but our product has been proven to be more efficient.
• E)If I may take just a moment to ask about your production needs, we can then talk about the various delivery options.

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Definitions:

Programmed Learning

An educational technique involving self-teaching with the use of specially prepared instructional materials and a step-by-step sequence that allows for self-paced learning.

Operant Conditioning

A method of learning that employs rewards and punishments for behavior, encouraging the repetition of desired behaviors and discouraging those that are undesirable.

Systematic Desensitization

A therapeutic process intended to reduce a person’s fear or anxiety towards a particular object or situation by gradually increasing exposure while using relaxation techniques.

Hyperactive Children

Children who display excessively high levels of activity, often impulsive and with difficulty maintaining attention.