Ian Is a Plant Manager in a Multi-Site Corporation

question 53

Multiple Choice

Ian is a plant manager in a multi-site corporation. He frequently deals with situations involving new customers and new products. These are often ________.

• A) non-linear problems and risky decisions
• B) structured problems and programmed decisions
• C) uncertain problems and linear decisions
• D) unstructured problems and nonprogrammed decisions

---

Definitions:

True Objections

Genuine concerns or hesitations expressed by a potential customer that need to be addressed by a salesperson to move forward with a sale.

Psychological

Pertaining to the mind or mental processes, especially in relation to behavior and feelings.

No-need Objection

A type of resistance from potential customers who believe that they do not require the product or service being offered.

Hidden Objection

A hidden objection is a reservation or concern held by a potential customer that is not openly expressed, often becoming a barrier to closing a sale.