With the Compensation Approach to Handling Objections, the Salesperson

question 68

Multiple Choice

With the compensation approach to handling objections, the salesperson:

• A)will allow the customer to talk about his or her fears and worries, then relate how another customer had similar fears and how the product being sold met those fears or worries.
• B)answers the objection directly.
• C)will reply "yes, but ..." and then explain how the product's benefits will answer the customer's objection.
• D)avoids confrontation by sympathizing with the customer, then provides the correct information.

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Definitions:

Professions

Occupations requiring specialized knowledge and often long and intensive academic preparation.

Role Trust

The confidence in and reliance on individuals or groups to perform their functions or roles effectively and responsibly, particularly in professional settings.

Professionalism

The competence, skill, and standards expected of a professional in their conduct and work.

Legal Obligation

A duty enforced by law, requiring an individual or entity to conform to certain actions or to refrain from certain actions.