While Anticipating Objections and Countering Them Before They Are Asked

question 72

Multiple Choice

While anticipating objections and countering them before they are asked is a good idea, one negative consequence of doing so is that the salesperson may

• A) annoy the customer.
• B) mention objections the customer had not thought of.
• C) take too long in trying to sell the product, and the customer may stop listening.
• D) not emphasize its features and benefits enough.
• E) begin to lie about the product.

Understand the economic effects of labor unions on wages and employment.

Identify the challenges facing labor unions in the modern workplace.

Understand the roles and distinctions of mediators and arbitrators in labor negotiations.

Identify and understand the size and scope of various American labor unions.

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Definitions:

Id

In psychoanalytic theory, the part of the personality that contains our primal, instinctive impulses and demands immediate satisfaction.

Hunger Pangs

Hunger pangs are physical sensations of discomfort or pain in the stomach area, typically signaling the need for food intake.

Steal

The act of taking someone else's property without permission or legal right.

Superego

In Freudian psychoanalysis, a part of the personality that acts as a moral center, guiding behavior in accordance with learned social norms.