There Are Six Commonly Used Techniques to Deal with Objections

question 231

Multiple Choice

There are six commonly used techniques to deal with objections: acknowledge and convert the objection;postpone;agree and neutralize;accept the objection;denial;and __________.

• A)redirect the conversation
• B)ignore the objection
• C)probe by asking additional questions
• D)defer to a supervisor
• E)distract by identifying competitor shortcomings

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Definitions:

Applied Behavior Analysis

A scientific discipline concerned with applying techniques based on behaviorist principles to modify behavior, particularly in individuals with autism.

Insight Learning

A form of problem-solving that occurs when a solution is suddenly realized after a period of reflection, as opposed to trial-and-error or conditioning.

Latent Learning

The process by which something is learned but not immediately manifested in an observable change in behavior.

Observational Learning

The process of learning behaviors by watching and imitating others, as proposed by Bandura's social learning theory.