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

question 61

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 ________ method.

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

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Definitions:

Equipment Cost

The purchase price of machinery and tools required for manufacturing or providing services, excluding ongoing operating expenses.

Salvage Value

The calculated sale amount an asset is deemed to achieve after its useful life concludes.

Useful Life

The duration of time over which an asset is expected to be usable for its intended purpose.

Balance Sheet

A financial statement that showcases a company's assets, liabilities, and shareholders' equity at a specific point in time, reflecting its financial condition.