What Should the Salesperson Do If the Prospect Angrily Challenges

question 37

Multiple Choice

What should the salesperson do if the prospect angrily challenges the veracity of the claims made about the product?

• A) Give green signals.
• B) Take control of the presentation.
• C) Use the Paul Harvey dialogue.
• D) Act diplomatically.
• E) Politely correct the prospect.

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Definitions:

Social Coordination

The process by which individuals manage their interactions and activities with others to achieve shared goals, involving communication, joint attention, and mutual adjustment.

Preferences

Individual choices or inclinations towards certain options over others, often based on personal taste or value.

Social Domain Theory

The theory that the moral domain, the social conventional domain, and the personal domain have distinct rules that vary in how broadly the rules apply and in what happens when they are broken.

Environmental-Learning View

The perspective that emphasizes the role of the environment in shaping behavior, skills, and knowledge through experience and learning.