Your Buyer Has Just Said, "Your Machines Break Down More

question 79

Multiple Choice

Your buyer has just said, "Your machines break down more often than most of your major competitors' machines." You decide to reply using the indirect denial method to handle this objection. Which of the following statements is the best example of this method?

• A)"That's true.However, they are 30% less expensive.So they're still a better deal for you."
• B)"That simply is not true.Studies show that our machines break down no more often then our major competitors."
• C)"That may have been true at one time.In fact, before we introduced our new quality control management system that statement would have been right on target.However, things have changed."
• D)"I can see how you feel that way, others felt the same way, but they found that our machines don't break down as often."
• E)"You know, I think everyone should be as concerned about quality as you are."

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Definitions:

Autonomic Arousal

The response of the autonomic nervous system to stimuli, usually resulting in physical signs of excitement or stress such as increased heartbeat.

Attraction

A force or influence that draws individuals together, which can be based on physical attributes, personality, similarity, or other factors.

Cannon-Bard Theory

A theory of emotion that argues emotions and physiological responses occur simultaneously.

Conscious Experience

The range of experiences that one is aware of, including thoughts, feelings, perceptions, sensations, and the surrounding environment at any given moment.