Katie, a Salesperson for Sol Computers, Is Faced with an Objection

Multiple Choice

Katie, a salesperson for Sol Computers, is faced with an objection from one of her prospects. The prospect says that the graphics of the computers does not meet his requirements. Katie listens to the objection and makes it known to her prospect that she has received the message. According to the LAARC method, which of the following should Katie do next?

A) Engage in forestalling
B) Assess the objection
C) Ask confirmatory questions to the prospect
D) Respond to the objection
E) Make a red light statement to the buyer