The Prospect Wants a Notebook Computer to Take with Him

question 117

Short Answer

The prospect wants a notebook computer to take with him on an archeological dig in the Yucatan peninsula, "I just can't believe there is a notebook computer made that can withstand the weather extremes that I'm likely to find at the dig." The salesperson handed him a letter from a customer that had taken a Panasonic CF-M34 with her on a trip to the Brazilian rainforest. The letter was extremely complementary of how the CF-M34 notebook operated in extreme weather conditions and when held in awkward positions. What method of handling objections did the salesperson use?

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Definitions:

Responsiveness

The ability of a system or organization to react quickly and positively to changes or requests.

Quantity

The amount or number of a material or immaterial good that is considered disposable or usable.

Income Elasticity of Demand

Income elasticity of demand measures how the quantity demanded of a good or service changes in response to a change in consumers' income.

Quantity Demanded

In economics, the total amount of a good or service that consumers are willing and able to purchase at a given price.