You Are Calling the Purchase Manager of a Hotel to Sell

question 33

Multiple Choice

You are calling the purchase manager of a hotel to sell a hydro seeder for their garden.The buyer tells you,"I know that your spray arms get rusted easily." You know that the spray arms are made up of stainless steel and will not get rusted easily.Which technique is best suited in handling this objection?

• A) Dodging
• B) Boomerang
• C) Questioning
• D) Direct denial
• E) Indirect Denial

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Definitions:

Uncertainty

The state of being unsure about something or the lack of certainty or predictability in events.

Five-Factor Model

Refers to a comprehensive model that outlines five broad personality traits: openness, conscientiousness, extraversion, agreeableness, and neuroticism.

Agreeableness

A personality trait characterized by warmth, kindness, empathy, and a desire for social harmony.

Fundamental Interpersonal Relations Orientation

A theory or framework that describes how individuals relate to one another within the context of interpersonal relationships, focusing on involvement, control, and affection.