When a Prospect Objects Because of Customary Reasons, a Salesperson

question 38

Multiple Choice

When a prospect objects because of customary reasons, a salesperson should:

• A) use traditional commitment methods, such as standing-room-only close and assumptive close , to close the sale.
• B) gain the prospect's trust by providing him or her with a thorough understanding of the salesperson, his or her company, and the products.
• C) adopt the direct commitment technique to overcome the sales objection.
• D) send refer the prospect to a more experienced salesperson.
• E) end the sales call gracefully.

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Definitions:

Product Costs

Costs directly associated with the manufacturing of products, including materials, labor, and factory overhead.

Financial Reporting

The process of producing statements that disclose an organization's financial status to management, investors, and the government.

Average Costs

The cost per unit of output, calculated by dividing total costs by the total number of units produced.

Variable Cost

Costs that fluctuate with the level of output or production, such as raw materials and direct labor.