With the Head-On Approach to Handling Objections, the Salesperson

question 132

Multiple Choice

With the head-on approach to handling objections, the salesperson:

• A)will allow the customer to talk about his or her fears and worries, then relate how another customer had similar fears and how the product being sold met those fears or worries.
• B)answers the objection directly.
• C)will reply "yes, but..." and then explain how the product's benefits will answer the customer's objection.
• D)avoids confrontation by sympathizing with the customer, then provides the correct information.

---

Definitions:

Finishing Department

The division within a manufacturing process where products undergo final touch-ups, quality checks, and preparations before delivery or sale.

Direct Labor-Hours

The total time workers or employees spend directly manufacturing a product or providing a service.

Overhead Applied

The allocation of estimated overhead costs to individual units of production, based on a predetermined rate.

Forming Department

A section in manufacturing where raw materials are shaped or formed into parts for further production processes.