Marc, a Salesperson for XYZ Furniture Shop, Finds That Most

question 77

Multiple Choice

Marc, a salesperson for XYZ Furniture Shop, finds that most of his customers express resistance based on the fact that XYZ's delivery time is one week longer than most of its competitors. Marc usually handles that resistance by reviewing with the customers all of the confirmed benefits the product provides. Which method of handling resistance is Marc using?

• A) third-party reinforcement
• B) indirect denial
• C) compensation
• D) translation or boomerang

---

Definitions:

Marketing Strategy

A comprehensive plan formulated by a business to achieve specific marketing goals and objectives.

New Customers

Individuals or organizations that have not previously purchased from a business, representing an opportunity for growth and expansion.

Unrelated Products

Products that have no significant connection or complementarity in use, production, or marketing to each other.

Existing Goods

Products that have already been manufactured and are available for sale or distribution.