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:

Perceptual Process

The sequence of steps that includes the gathering, organizing, and interpretation of sensory information to understand an environment or situation.

Internal Factor

Influences originating within an individual, such as personal beliefs, values, and biological characteristics.

Perceptual Selection

The process by which individuals screen and select the various stimuli that vie for their attention, based on various factors.

Internal Factors

Elements within an organization such as corporate culture, employee morale, and internal processes that influence its operations.