During the Presentation Stage, a Salesperson May Encounter Objections

question 61

Essay

During the presentation stage, a salesperson may encounter objections. What are the six basic types of objections, and how should they be handled?

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Definitions:

Equity Theory

A theory in social psychology that explains how individuals perceive fairness in distribution of resources, leading to satisfaction or dissatisfaction based on perceived inequalities.

Underpayment

The situation in which an individual or group receives less compensation than is fair or deserved for their work or services.

Overpayment

The situation in which an individual or entity receives more money than is due for services provided or work done.

Monetary Incentives

Financial rewards given to employees or stakeholders to motivate performance or behaviors aligned with organizational objectives.