While in his sales presentation, Lucas encountered an objection from the customer before finishing his presentation. Lucas responded by telling the customer that he would address his point in a few minutes and continued on with his presentation. This technique for overcoming objections is called ________.
Fill in the blank(s) with the appropriate word(s).
postponing
Salespeople should postpone addressing objections if the full context of an appropriate answer has not been developed. This strategy works best if the salesperson plans to address an objection shortly. Postponing for too long will frustrate customers and reduce their level of trust.
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With respect to consumer decision making, the ________ is the set of strong contenders from which one will be chosen as a supplier of a good or service
A) total set B) awareness set C) consideration set D) choice set E) decision set
The Northern Co. manufactures office chairs. The following has the following information for June:The company's breakeven point in units is closest to:
a.1,428 chairs. b.1,635 chairs. c.1,526 chairs. d.1,286 chairs. e.None of the answers are correct.
Local supermarkets and department stores regularly advertise nationally distributed brand products. Which of the following advertisement types are they most likely to use?
A. Trade advertising B. Industrial advertising C. Cooperative advertising D. Retail advertising E. National advertising
Computer software provides a simple way to guarantee only integer solutions to linear programming problems
Indicate whether the statement is true or false