In the Process Recommended in the Textbook for Negotiating Buyer

question 33

Multiple Choice

In the process recommended in the textbook for negotiating buyer resistance, what would the salesperson do in the last step?

• A) ask probing questions to look for an opening to resume selling
• B) reconcile the competing interests in the situation and come to a recommendation
• C) restate his or her position on the issue and then ask for commitment
• D) ask confirmatory questions to ensure the buyer's concerns have been adequately addressed

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