When Attempting to Understand the Objection the Buyer Is Trying

question 41

Multiple Choice

When attempting to understand the objection the buyer is trying to express, the salesperson should:

• A) Avoid making assumptions about what the buyer is going to say.
• B) Engage in active listening.
• C) Confirm his/her understanding of the objection with the buyer.
• D) All of the above
• E) None of the above

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Definitions:

Reinforcement

A concept in behavioral psychology where a behavior is strengthened or increased by following it with a positive or rewarding stimulus.

Stimulus Discrimination

The ability to differentiate between two or more stimuli, responding only to the one that is conditioned while ignoring the others.

Learned Response

A reaction or behavior that is developed as a result of experience or conditioning.

Stimulus Generalization

The process by which a conditioned response is triggered by stimuli that are similar to the original conditioned stimulus.