In Handling Objections During the Sales Call, Gavin (The Salesperson)normally

question 204

Multiple Choice

In handling objections during the sales call, Gavin (the salesperson) normally will say "yes, but..." then proceed to explain his brand's benefits or features that will address the objection raised. This approach is called which method?

• A)Compensation
• B)"Feel, felt, found"
• C)Head-on
• D)Indirect

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Definitions:

Persuasion Routes

In psychology, refers to the different ways in which individuals can be persuaded, notably divided into the central route and peripheral route as per the Elaboration Likelihood Model.

Fear Appeals

A persuasive message that attempts to arouse fear in order to divert behavior through the threat of harmful consequences.

Tobacco Labelling

Regulations and practices related to the information provided on tobacco product packaging, including health warnings and ingredients.

Elaboration Likelihood Model

A theory in psychology that explains different ways of processing stimuli, why they are used, and their outcomes on attitude change.