Sales People Sometimes Find Small, Informal Groups of People in Similar

question 64

Multiple Choice

Sales people sometimes find small, informal groups of people in similar positions with different companies, who meet and communicate regularly. For a sales person, these groups represent a potential:

• A)buying community
• B)budgeting panel
• C)borrowing bureau
• D)bounce-back barricade
• E)better business bureau

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Definitions:

Dodge Technique

A strategy used in discussions or negotiations to avoid directly answering a question or addressing a challenging issue.

Objection

A reason or argument presented in opposition to a suggestion, claim, or action; in sales, refers to potential concerns or hesitations raised by a prospect.

Price/Value Formula

A concept in marketing that compares the cost of a product to its perceived value to the buyer, influencing the purchase decision.

Price Objection

A price objection is a customer's resistance or reluctance to purchase a product or service based on its cost, expressing concerns over value or affordability.