While a Salesperson Was Trying to Describe a New Textbook

question 19

Multiple Choice

While a salesperson was trying to describe a new textbook, the professor began to complain about the rising cost of textbooks. The salesperson responded with: "Yeah, it's not cheap to get a quality education these days." Then, after a pause, the salesperson continued, "Say, did I tell you who wrote the test bank that comes with this book?" Which method did the salesperson use to deal with this objection?

• A)direct denial
• B)acknowledge
• C)postpone
• D)referral
• E)compensation

---

Definitions:

Knowledge Hoarding

The practice of individuals or organizations deliberately keeping or withholding knowledge from others, often to maintain a competitive advantage or control.

Knowledge Application

The use of accumulated information and skills in practical situations to solve problems or achieve goals.

Strategically Minded

Having or showing the ability to develop and implement plans that ensure success or advantage, especially by long-term planning.

Corporate Strategy

The overarching strategy of an organization, defining its overall purpose, scope, and direction, and how it intends to create and capture value across different businesses and functions.