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

question 81

Multiple Choice

In the LAARC method of overcoming sales resistance, after a salesperson asks assessment questions to gain a proper understanding of a buyer's objection, the next step is to:

• A) ask confirmatory questions.
• B) respond to the objection.
• C) make a red light statement to the buyer.
• D) acknowledge that the message has been received.
• E) engage in forestalling.

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Definitions:

Behavior Feedback Effect

The phenomenon in which one's behavior can influence and change one's attitudes or feelings, often related to how consistently one's actions reflect personal values.

James-Lange Theory

A theory of emotion suggesting that emotions occur as a result of physiological reactions to events, where the emotional experience is secondary to the physical reaction.

Bodily Changes

Physical alterations or developments in the body that occur due to growth, aging, or health conditions.

Carroll Izard

A psychologist known for his contributions to the understanding of emotions and their development in humans, particularly in children.