During a Sales Presentation, When a Buyer Says, "The Problem

question 37

Multiple Choice

During a sales presentation, when a buyer says, "The problem is that the specifications do not match what we have now," he or she is most likely expressing a _____.

• A) source objection
• B) time objection
• C) need objection
• D) company objection
• E) product objection

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Definitions:

Positive Organizational Behavior

An area of study within organizational behavior that focuses on the application of positively oriented human resource strengths and psychological capacities to improve organizational outcomes.

Human Capital

The combined abilities, expertise, and non-physical assets of people that contribute to producing economic benefit for themselves, their workplaces, or the broader society.

Human Capital

The skills, knowledge, and experiences possessed by an individual or population, viewed in terms of their value or cost to an organization.

Behavioral Sciences

Fields of study that investigate human behavior and interactions, such as psychology, sociology, and anthropology.