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:

Consumer Choice

The decision-making process by which individuals select from available alternatives to maximize their satisfaction.

Income Rises

An increase in the amount of money earned from work, investments, or other sources over a period of time.

Particular Good

A specific item or product that is distinguished by its unique characteristics and attributes, offering distinct benefits to the consumer.

Budget Constraint

The limitations on the consumption choices of an individual or family due to their income and the prices of goods and services.