When the Prospect Said, "I Know That Your Company Usually

Multiple Choice

When the prospect said, "I know that your company usually ships in batches of 6 dozen cases, but I don't have room to store that much merchandise." The salesperson must first:

A) try to negotiate with the customer to make a sale.
B) determine if the prospect is setting a condition.
C) smoke out the hidden and hopeless objections.
D) use a dodge to create interest in the prospect.
E) determine if the objection is major or minor.