With the Head-On Approach to Handling Objections, the Salesperson

question 132

Multiple Choice

With the head-on 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:

Marxism

A socio-economic ideology which argues that class struggle is a central element in the analysis of social change in Western societies, developed by Karl Marx.

Buddhism

A major world religion or philosophy founded in northeastern India in the 5th century BC, based on the teachings of Siddhartha Gautama, known as the Buddha.

Freedom Summer

A 1964 voter registration drive aimed at increasing the number of registered black voters in Mississippi.