_____ is a response to buyer objections in which the salesperson answers the objection during the sales presentation before the buyer has a chance to ask it.
A. Forestalling
B. Priming
C. The translation technique
D. The reinforcement technique
E. The compensation technique
Answer: A
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A "you" perspective ________
A) consists simply of abundant use of the word "you" in your message B) avoids use of the word "you" C) requires you to consider other people's viewpoints D) involves considering the situation from your own perspective E) is only necessary in claims requests
________ is a type of discharge of contract in which new parties are substituted for the original parties to the agreement
A) Impossibility of performance B) Accord and satisfaction C) Novation D) Condition subsequent
John operates a small repair business and is in desperate need of a certain type of building material. He obtains the material from a large corporation, but is charged a grossly unreasonable price and is forced to buy other material he does not need. In view of the buyer's unequal bargaining power and unreasonable terms of the contract, this may be a case of:
a. in pari delicto. b. partial illegality. c. substantive unconscionability. d. procedural unconscionability.
In the short-run, plant capacity is fixed and product choices have to be made that optimize the use of available capacity.
Answer the following statement true (T) or false (F)