If a Salesperson Fails to Earn the Buyer's Commitment Initially

question 5

Multiple Choice

If a salesperson fails to earn the buyer's commitment initially, what should he or she do next?

• A) try a different technique for earning commitment
• B) use the LAARC objection handling process
• C) thank the prospect for his or her time and call back later to get another appointment
• D) ask a probing question to try to find out why the buyer is resistant

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Definitions:

Community

A group of people living in the same place or having a particular characteristic in common, or a feeling of fellowship with others as a result of sharing common attitudes, interests, and goals.

Chameleon Effect

The subconscious mimicry of the postures, mannerisms, facial expressions, and other behaviors of one's interaction partners, often as a means of social rapport.

Social Facilitation

Improved performance on simple or well-learned tasks in the presence of others.

Group Polarization

The enhancement of a group’s prevailing inclinations through discussion within the group.