In Handling Objections During the Sales Call, Gavin (The Salesperson)

question 64

Multiple Choice

In handling objections during the sales call, Gavin (the salesperson) normally will say "yes, but ..." then proceed to explain his brand's benefits or features that will address the objection raised. This approach is called the:

• A) compensation method
• B) "feel, felt, found" method
• C) head-on method
• D) indirect method

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Definitions:

Inventories

Assets held for sale, in the process of production for sale, or in the form of materials or supplies to be consumed in the production process.

Physical Capital Concept

The view that capital is a tangible asset, such as equipment or machinery, that is used in the production of goods and services.

Operating Capability

An entity's capacity to maintain the quality and level of its operations and services, often through efficient use and management of resources.

General Price Level

A measure of the average price of goods and services in an economy at a given time, reflecting inflation or deflation trends.