You the Salesperson Complete Your Sales Presentation for a New

question 71

Multiple Choice

You the salesperson complete your sales presentation for a new line of mildew paint,ask for the order,and the prospect says,"No,I'm not ready to buy,see me on your next trip." You say,"I can tell you are concerned about this.Is there some good reason holding you back?" The prospect replies,"I'm concerned about your delivery schedule and that my warehouse will become too crowded with raw materials." What should be your next statement using the four-step method for responding to objections?

• A) A trial close.
• B) An acknowledgement of the buyer's hesitation to go ahead and provide a potential solution.
• C) An open-ended question to clarify the buyer's concern.
• D) A feature, advantage and a cost statement.
• E) A suggestion of a meeting date and time for your next visit.

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Definitions:

Alternative Use

speaks to the different ways an asset or resource can be utilized outside its current application, highlighting its opportunity cost.

Opportunity Cost

The cost of forgoing the next best alternative when making a decision or choosing to invest resources in one option over another.

Hard Drive

A data storage device used for storing and retrieving digital information, typically using rapidly rotating disks coated with magnetic material.

Apple

A multinational technology company known for its consumer electronics, software, and services, famous for products like the iPhone and MacBook.