Assume the Salesperson for a Janitorial Service Completes the Sales

question 83

Multiple Choice

Assume the salesperson for a janitorial service completes the sales presentation and asks for the order.The prospect says,"No,I'm not ready to buy now.Try me again later next month." Which of the following techniques for handling objections should the salesperson use?

• A) Boomerang
• B) Five-question sequence
• C) Direct denial
• D) FAB sequence
• E) Indirect denial

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Definitions:

Positive Practice

A learning technique involving the repetition of a desired behavior multiple times to reinforce or improve skill acquisition.

Cafeteria

Generally refers to a type of food service location within schools, hospitals, or workplaces where people choose from various food options.

Response Cost

A behavior modification technique where undesired behaviors are discouraged by removing a positive stimulus or reward.

Inappropriate Behavior

Conduct that is not suitable or proper in a specific setting, often violating social or professional norms.