When Responding to a Buyer's Objection,a Salesperson Should

question 13

Multiple Choice

When responding to a buyer's objection,a salesperson should:

• A) listen as though he or she has never heard that objection before.
• B) hand the buyer a testimonial or other visual aid refuting that point as soon as he or she recognizes the objection.
• C) interrupt the buyer's objection with an answer as soon as the objection is apparent.
• D) raise his or her hand and stop the buyer's objection as soon as it is recognized.
• E) do none of the above.

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Definitions:

Congruency

In Carl Rogers's humanistic psychology, it refers to the alignment or consistency between an individual's self-concept and their experiences in reality.

Rogers's Concept

A psychological approach developed by Carl Rogers, centered on the idea of self-actualization and the importance of unconditional positive regard, empathy, and genuine interactions in personal development.

Existential Analytic Theory

A branch of psychology and psychotherapy that focuses on exploring the existential and philosophical dimensions of human experience, emphasizing autonomy, freedom, and the search for meaning.

Human Dilemma

A term that refers to the inherent challenges and existential conflicts faced by humans, such as the search for meaning and the inevitability of death.