While Anticipating Objections and Countering Them Before They Are Asked

question 72

Multiple Choice

While anticipating objections and countering them before they are asked is a good idea, one negative consequence of doing so is that the salesperson may

• A) annoy the customer.
• B) mention objections the customer had not thought of.
• C) take too long in trying to sell the product, and the customer may stop listening.
• D) not emphasize its features and benefits enough.
• E) begin to lie about the product.

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Definitions:

Dispositional Attribution

The tendency to attribute someone's behavior to their personality or character rather than to situational factors.

Cognitive Load

The total amount of mental effort being used in the working memory, influencing how information is processed and learned.

Internal Factors

Elements or forces within an individual that influence their behavior, emotions, or attitudes, including traits, beliefs, and personal experiences.

Individualistic Cultures

Societies that emphasize the needs, goals, and identities of the individual over those of the group.