Hameed, a Salesperson in an Electronics Manufacturing Company, Makes a Sales

Multiple Choice

Hameed, a salesperson in an electronics manufacturing company, makes a sales presentation to the owner of a small-scale company. At a particular point during the presentation, the prospect raises an objection stating that he has some concerns about the maintenance agreement. Hameed acknowledges his concern and lets him know that he will address it at the end of his presentation. In this scenario, Hameed uses the _____ method of handling sales resistance.

A) forestalling
B) indirect denial
C) compensation
D) coming-to-that
E) feel-felt-found