In the Handling Objections Step of the Selling Process, a Salesperson

question 114

Multiple Choice

In the handling objections step of the selling process, a salesperson should seek out hidden objections, ask the buyer to clarify objections, treat objections as opportunities to provide more information, and ________.

• A)offer the buyer a discount for placing an order early
• B)seek to minimize or play down the objections
• C)compliment the buyer for bringing the objections up
• D)turn the objections into reasons for buying
• E)move on to closing the sale

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Definitions:

Clarification

The process of making a statement or situation less confused and more comprehensible.

Appropriate

Suitable or proper in the circumstances.

Preoperative Teaching

The process of providing education and support to a patient about a pending surgical procedure to enhance the patient’s knowledge and preparation.

Agitated

A state of increased restlessness or irritation that can affect a person’s behavior and emotional state.