The Textbook Introduces a Four Step Process for Dealing with an Objection

question 67

Multiple Choice

The textbook introduces a four step process for dealing with an objection raised by the prospect.In which step should the salesperson identify and clarify the objection?

• A) between steps 3 and 4
• B) between steps 1 and 4
• C) step 4
• D) step 2
• E) step 3

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Definitions:

Marginal Costs

The charge for generating one more unit of a product or service.

Average Fixed Costs

The total fixed costs of production divided by the quantity of output produced, indicating how fixed costs change with different levels of production.

Marginal Costs

The increase in total cost that arises from an extra unit of production.

Fixed Factors

Inputs in production that cannot be altered in the short term, such as buildings and machinery.