In Handling Objections During the Sales Call, Nevaeh (The Salesperson)

Multiple Choice

In handling objections during the sales call, Nevaeh (the salesperson) tries to avoid confrontation and never wants to tell the customer he or she is wrong. Instead, Nevaeh will sympathize with the customer and then provide the correct information. This approach is called the ________ method.

A) compensation
B) "feel, felt, found"
C) head-on
D) indirect