Essay
Howard plans to take a notebook computer with him on an archeological dig in the Yucatan Peninsula.He says to the seller,"I just can't believe there is a notebook that can withstand the weather extremes that I'm likely to find at the dig." The salesperson immediately hands him a letter from a customer who had taken with her on a trip to the Brazilian rainforest a notebook bought from the company.The letter was extremely complimentary of how the notebook operated in extreme weather conditions,even when held in awkward positions.What method of handling objections did the salesperson use?
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