While Anticipating Objections and Countering Them Before They Are Asked

question 72

Multiple Choice

While anticipating objections and countering them before they are asked is a good idea, one negative consequence of doing so is that the salesperson may

• A) annoy the customer.
• B) mention objections the customer had not thought of.
• C) take too long in trying to sell the product, and the customer may stop listening.
• D) not emphasize its features and benefits enough.
• E) begin to lie about the product.

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Definitions:

Nonobviousness

A criteria in patent law requiring an invention to be sufficiently inventive or not obvious to someone skilled in the field to be patentable.

Distinctive

Characterized by qualities that make something clearly different from others and easily recognizable.

Trademark Dilution Act

Legislation aimed at protecting famous trademarks from uses that blur their distinctiveness or tarnish their reputation.

Recognition

The acknowledgment or identification of something as valid or as having a specific status.