Doug Ames Sells Mercedes-Benz Automobiles

question 135

Multiple Choice

Doug Ames sells Mercedes-Benz automobiles. While making his sales presentation to a newly qualified prospect, the prospect said, "Doug, I would really like to buy the car, but you know, the price of the automobile is just too high." In order to answer the prospect's objection, Ames responded, "Sir, you are correct. The price of the Mercedes-Benz automobile is high because of what you are getting for that price." Ames then proceeded to describe the quality of the materials used in the car, the high resale value of the car, and the dependability and prestige associated with the Mercedes-Benz brand. What technique did Ames use to handle the prospect's objection?

• A) the postpone technique
• B) the agree and neutralize technique
• C) the denial technique
• D) the accept the objection technique
• E) the acknowledge and convert technique

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Definitions:

Legal Abortion

refers to the termination of pregnancy through medical intervention, which is permitted and regulated by law within certain conditions and criteria.

Increased Policing

The augmentation of police presence and activities within a community, often in response to rising crime rates or perceived threats to public safety.

White-Collar Crime

Nonviolent crimes, usually committed in commercial situations by individuals, groups, or corporations for financial gain.

Embezzlement

The act of dishonestly withholding or diverting funds that have been trusted to an individual's care, typically in a work or corporate setting.