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:

American Sociological Association's Code of Ethics

A set of guidelines and ethical standards designed to help sociologists navigate ethical dilemmas and conduct in their professional activities.

Ethics

The branch of knowledge that deals with moral principles, guiding conduct, and distinguishing between right and wrong behavior.

Action Research

A participatory research method that involves iterative analysis, action, and reflection to solve problems or improve practices with the active involvement of stakeholders.

Population

The total number of individuals inhabiting a particular area, region, or country, including considerations of their demographics.