Mitchell Received an Objection Regarding the Expected Performance of His

question 54

Multiple Choice

Mitchell received an objection regarding the expected performance of his product. He acknowledged that he was aware of the concern and agreed that it was an important issue to the buyer. Using the process recommended in the textbook for negotiating buyer resistance, what should he do next?

• A) ask assessment questions to better understand the buyer's situation
• B) clarify exactly what reasons the buyer has for believing this information
• C) respond to the issue directly by citing objective third-party statistics
• D) anticipate how the prospect will react to being proven incorrect

---

Definitions:

Comparative Advantage

An economic theory stating that countries or entities benefit from specializing in producing goods where they have lower opportunity costs, leading to more efficient global production.

Absolute Advantage

The ability of an entity to produce a good or service more efficiently than its competitors when given the same resources.

Specialization

The process by which individuals, businesses, or countries focus on producing a narrow range of goods or services, improving efficiency and expertise in that area.

Comparative Advantage

The ability of a country or entity to produce a good or offer a service at a lower opportunity cost than competitors, facilitating specialized trade benefits.