Doug Ames Sells Mercedes-Benz Automobiles

question 135

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

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

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Definitions:

Biologically Dominated Organism

An organism whose features and behaviors are primarily determined by biological rather than environmental factors.

Mature Psychological Organism

Describes an individual who has reached a level of psychological development characterized by self-awareness, emotional regulation, and adaptability.

Study of Values

A psychological assessment that measures an individual's value system and the importance they place on certain values.

Categories of Values

Classifications or groupings of values, often used in investigating peoples’ priorities and principles.