With the Indirect Approach to Handling Objections, the Salesperson

question 29

Multiple Choice

With the indirect 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.

---

Definitions:

Retirement Planning

The process of determining retirement income goals and the actions and decisions necessary to achieve those goals.

Same-Gender Couples

Romantic or sexual partnerships between two individuals of the same sex, increasingly recognized in the context of legal rights, marriage, and family planning.

Ego Transcendence

The psychological state in which an individual surpasses their own self-focused needs and desires, often leading to a sense of connection with a larger reality.

Physical Limitations

Restrictions on someone's physical activities and abilities, which can be due to injury, disability, or health conditions.