Acknowledging a Buyer's Expressed Concern Is Important Because Doing So

question 12

Multiple Choice

Acknowledging a buyer's expressed concern is important because doing so ____.

• A) Demonstrates understanding
• B) Gives the salesperson time to begin assessing the resistance
• C) Paves the way for telling the customer he or she is wrong
• D) Both A and B
• E) None of the above is correct.

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Definitions:

Assumptions

Beliefs or ideas taken for granted without any proof or surety, often used as bases for reasoning and decision-making.

Motivation Theory

A concept that explains what drives individuals to initiate, direct, and sustain behaviors to satisfy their needs and goals.

Organizational Climate

The collective attitudes, values, and standards of behavior that characterize the atmosphere of an organization and affect its members.

Feedback

Information provided about reactions to a product, a person's performance of a task, etc., used as a basis for improvement.