While Anticipating Objections and Countering Them Before They Are Asked

question 72

Multiple Choice

While anticipating objections and countering them before they are asked is a good idea, one negative consequence of doing so is that the salesperson may

• A) annoy the customer.
• B) mention objections the customer had not thought of.
• C) take too long in trying to sell the product, and the customer may stop listening.
• D) not emphasize its features and benefits enough.
• E) begin to lie about the product.

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Definitions:

Workers' Compensation Insurance Program

A mandatory insurance program that provides benefits to employees who suffer job-related injuries or illnesses, covering medical care, wage replacement, and rehabilitation.

Pension Plan

A retirement plan that requires an employer to make contributions into a pool of funds set aside for a worker's future benefit. The fund is invested on the employee's behalf, and the earnings on the investments generate income to the worker upon retirement.

Post Retirement

The phase of life after an individual has ended their professional career, often focusing on leisure, personal interests, and potentially part-time work.

Social Security Benefits

Social Security Benefits are payments made to qualified retirees and disabled people, and to their spouses, children, and survivors.