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:

Abstinence

The practice of refraining from indulging in certain activities, most commonly referring to abstaining from sexual activity or substance use.

Sterilization

A surgical procedure that makes the reproductive organs incapable of producing or “delivering” viable gametes (sperm and eggs).

Guttmacher Institute

A leading research and policy organization committed to advancing sexual and reproductive health and rights.

Unintended Pregnancies

Pregnancies that are unplanned at the time of conception, often leading to complex personal and social outcomes.