Which of the Following Statements About Forestalling Objections Is True

question 46

Multiple Choice

Which of the following statements about forestalling objections is true?

• A)It should be avoided in written proposals, since it may draw buyer attention to weaknesses that otherwise would not have been noticed.
• B)Salespeople use it to deal with aspects of their product offering that are not vulnerable to competition.
• C)Forestalling keeps prospects from having to publicly change their position, since the objection is never uttered.
• D)With skill a salesperson will eventually be able to forestall all objections.
• E)At all costs, avoid any mention of price.

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Definitions:

Rational Persuasion

A method of influencing others by using logical arguments and factual evidence to convince them of a point of view.

Coalition Building

The process of forming alliances among individuals, groups, or nations to achieve specific goals or address common issues.

Politics

Activities within an organization that involve manipulation, negotiation, and influence to gain power or achieve specific goals.

Political Behaviors

Actions taken within an organization that are aimed at acquiring, developing, and using power and other resources to obtain one's preferred outcomes.