In the LAARC Method of Overcoming Sales Resistance, After a Salesperson

question 40

Multiple Choice

In the LAARC method of overcoming sales resistance, after a salesperson responds to a buyer's resistance based on the understanding of what and why the buyer is resisting, the salesperson should:

• A) engage in forestalling.
• B) do response checks to make sure that the buyer's concerns have been adequately met.
• C) make a red light statement to the buyer.
• D) ask assessment questions to better understand the problem.
• E) acknowledge that he or she appreciates and can understand the concern.

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Definitions:

Liquidity

The ability of an asset to be quickly converted into cash or the ability of a company to meet its short-term financial obligations.

Federal Government

The national government of a federated state, which holds the authority to govern at a national level, possessing powers typically outlined in a constitution.

Stockholders

Individuals or entities that own shares in a corporation, granting them certain rights and interests in the company's performance and governance.

Long-Term Creditors

Individuals or institutions that lend money to an entity with repayment terms extending beyond one year.