When a Prospect Has Finished Voicing a Concern,it Is a Good

question 85

Multiple Choice

When a prospect has finished voicing a concern,it is a good idea for the salesperson to:

• A)point out the relationship between price and quality.
• B)agree that the objection is true and accurate.
• C)divert attention to a product feature.
• D)be sure he or she understands the problem by asking probing questions.
• E)quickly point out that the customer is wrong.

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Definitions:

Directionality

The characteristic of a relationship in statistics that indicates if one variable increases as the other variable increases or decreases.

American Psychological Association

A professional organization representing psychologists in the United States, also known for its publication standards for research.

Bar Charts

A graphical representation of data using bars of different heights or lengths to compare various categories.

Frequency Polygons

A graphical device for understanding the shapes of distributions. They are a kind of line graph that shows the frequency of a set of data.