When a Salesperson Bends a Little and Acknowledges That the Prospect

question 46

Short Answer

When a salesperson bends a little and acknowledges that the prospect is at least partially correct,he/she is using the _______ method of negotiating buyer concerns.

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Definitions:

Mental Disorder

A health condition characterized by alterations in thinking, mood, or behavior associated with distress or impaired functioning.

Nervousness

A common emotional response to stress characterized by feelings of anxiety, unease, and apprehension.

Social Phobia

An anxiety disorder characterized by a significant amount of fear in one or more social situations, causing considerable distress and impaired ability to function in at least some parts of daily life.

Depression

A common and serious mood disorder that affects how a person feels, thinks, and handles daily activities, characterized by persistent feelings of sadness and/or a lack of interest in previously enjoyed activities.