Indirect Denial Should

question 55

Multiple Choice

Indirect denial should:

• A) never be used if the prospect has raised a valid point.
• B) be used only if the buyer's objection is used as a means of getting rid of the salesperson.
• C) be used if the buyer is expressing his or her opinion.
• D) be used to inform the prospect that the objection is unimportant.
• E) be used if the buyer is accustomed to conducting trade-off analyses.

---

Definitions:

Directional Hypothesis

A specific type of hypothesis that stipulates the direction of the expected relationship between variables (e.g., 'greater than', 'less than').

Non-directional Hypothesis

A hypothesis that predicts a relationship between variables without specifying the direction of the relationship.

Two-tailed

Involves hypotheses testing that considers both directions of differences (greater than or less than) without specifying which direction.

Two-Tier Wage System

A labor compensation structure where employees doing the same job are paid different wages based on criteria such as seniority or date of hire.