Your Buyer Has Just Said,"Your Machines Break Down More Often

question 6

Multiple Choice

Your buyer has just said,"Your machines break down more often than most of your major competitors' machines." You decide to reply using the indirect denial method to handle this objection.Which of the following statements is the best example of this method?

• A) "That's true. However, they are 30% less expensive. So they're still a better deal for you."
• B) "That simply is not true. Studies show that our machines break down no more than our major competitors'."
• C) "That may have been true at one time. In fact, before we introduced our new quality control management system that statement would have been right on target. However, things have changed."
• D) "I can see how you feel that way, but on the other side, we do have very good service centers where you could get the machine fixed."
• E) "You know, I think everyone should be as concerned about quality as you are."

Recognize and understand the methods and purposes of exposure therapies.

Learn the process of systematic desensitization and its application in reducing anxiety.

Understand the basic assumptions of behavior therapy regarding problem behaviors.

Understand the principles and applications of various behavior therapy techniques.