Which of the Following Statements Is True About Forestalling Objections

question 67

Multiple Choice

Which of the following statements is true about forestalling objections?

• A) It should be avoided in written proposals because it may draw buyer attention to weaknesses that otherwise would not be noticed.
• B) Salespeople use it to deal with aspects of their product offering that are not vulnerable to competition.
• C) Forestalling involves salespeople raising objections before buyers have a chance to raise them.
• D) With experience, a salesperson should eventually forestall all objections.
• E) Forestalling involves the salesperson turning the objection into a reason for buying the product or the service.

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Definitions:

Direct Labor-hour

A measure of the total amount of time worked by employees directly involved in manufacturing a product or providing a service.

Budgeted Manufacturing Overhead

The estimated overhead costs a company anticipates for manufacturing activities within a specified budget period, used for planning and control purposes.

Direct Labor-hour

A measure of the work input in terms of hours spent by workers directly involved in the manufacturing process.

Cash Disbursements

The outflow of cash for expenses, including paying bills, employees, and suppliers, among others.