With the Indirect Approach to Handling Objections, the Salesperson

question 29

Multiple Choice

With the indirect 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.

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Definitions:

Consumers

Individuals or organizations that purchase or use goods and services for personal or organizational needs.

Brand

A name, term, design, symbol, or any other feature that identifies one seller's goods or service as distinct from those of other sellers.

Professional Identity

The self-concept and values that an individual has in relation to their profession or occupational role.

(Post) Modern Corporation

An organizational model that reflects contemporary shifts in structure, culture, and management, often focusing on adaptability, innovation, and a more decentralized approach in the context of globalization.