The Compensation Method of Responding to Objections Is Often Referred

Multiple Choice

The compensation method of responding to objections is often referred to as the superior benefit method because:

A) the advantage of one attribute overcomes a concern about a less important attribute.
B) selling firms determine which strategy to use for each customer based on such factors as the estimated value of the customer.
C) the salesperson knows where the buyers stand and if they are paying attention.
D) the information provided by the salesperson is usually perceived as more credible than information from paid communication sources.
E) the advantage of getting an immediate feedback from the buyer increases rapidly.