The _____ Technique Is a Response to Buyer Objections in Which

question 23

Multiple Choice

The _____ technique is a response to buyer objections in which a salesperson uses the opinion or data from a mediating source to help overcome the objection and reinforce the salesperson's points.

• A) forestalling
• B) indirect denial
• C) translation
• D) questioning
• E) third-party reinforcement

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Definitions:

Inflation Rate

The increase pace in the cost of living, as reflected in goods and services prices, leading to reduced money value.

Consumer Price Index

A measure assessing the average change over time in the prices paid by urban consumers for a market basket of consumer goods and services.

GDP Deflator

The GDP deflator is a measure of the level of prices of all new, domestically produced, final goods and services in an economy, used to convert nominal GDP into real GDP.

Basket of Goods

A basket of goods is a fixed set of consumer products and services valued on a regular basis for calculating inflation or cost of living adjustments.