When Salespeople Relate the Initial Sales Resistance and Subsequent Acceptance

question 96

Multiple Choice

When salespeople relate the initial sales resistance and subsequent acceptance and positive outcome experienced by a previous customer in an effort overcome sales resistance with a current customer, they are using which method of responding to objections?

• A) Direct denial
• B) Indirect denial
• C) Feel-Felt-Found
• D) Translation
• E) None of the above

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Definitions:

Technology

The application of scientific knowledge for practical purposes, especially in industry, which includes machinery, equipment, and software.

Sexual Double Standard

The belief that there are different rules and standards of sexual behavior for women and men.

Rape Culture

A societal system that normalizes, trivializes, and indirectly endorses rape and sexual assault through stereotypes and attitudes about gender and sexuality.

Victim Blaming

The tendency to hold the victim of a crime or misfortune responsible for the damages that have occurred, often overlooking the perpetrator's role.