With the Compensation Approach to Handling Objections, the Salesperson

question 68

Multiple Choice

With the compensation 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:

Louis XIV

King of France from 1643 to 1715, known as the Sun King, he ruled for the longest time in European history and significantly influenced the course of French absolutism.

Habsburg Powers

Refers to the dynasty that ruled over various European territories and empires, including Austria and Spain, from the medieval period through the 20th century, known for its significant influence in European politics.

Absolutism

A form of government where the ruler holds total authority over the government and the lives of the people, often found in monarchies.

Rulers

Individuals who hold a position of authority and control in governance, often within a monarchy or an empire, making key decisions and leading the state.