Multiple Choice
In the process recommended in the textbook for negotiating buyer resistance, what would the salesperson do in the last step?
A) ask probing questions to look for an opening to resume selling
B) reconcile the competing interests in the situation and come to a recommendation
C) restate his or her position on the issue and then ask for commitment
D) ask confirmatory questions to ensure the buyer's concerns have been adequately addressed
Correct Answer:
Verified
Correct Answer:
Verified
Q28: When dealing with buyer objections, it is
Q29: In a discussion about sales resistance with
Q30: What was the salesperson's traditional view of
Q31: It is best to ask for the
Q32: It is common for inexperienced salespeople to
Q34: In a discussion about sales resistance with
Q36: What does the acronym LAARC stand for?<br>A)
Q37: "The price is lower than I thought"
Q38: When a buyer tells the salesperson "no,"
Q57: "Always Be Closing" is a good motto