Asked by Nacole Watkins on Jul 25, 2024
Verified
When the prospect said, "I know that your company usually ships in batches of 6 dozen cases, but I don't have room to store that much merchandise." The salesperson must first:
A) try to negotiate with the customer to make a sale.
B) determine if the prospect is setting a condition.
C) smoke out the hidden and hopeless objections.
D) use a dodge to create interest in the prospect.
E) determine if the objection is major or minor.
Condition
A specific requirement or state of affairs that must be met or exists under certain circumstances, often used in the context of sales, agreements, or health.
6 Dozen Cases
A quantity term representing 72 (6 times 12) cases of a particular item.
- Comprehend the significance of acknowledging and responding to potential objections in a sales context.
Verified Answer
KH
Khalid HafiziJul 29, 2024
Final Answer :
B
Explanation :
The salesperson must first determine if the prospect is setting a condition for the purchase, which involves understanding the prospect's needs and constraints before proceeding with negotiations or addressing objections.
Learning Objectives
- Comprehend the significance of acknowledging and responding to potential objections in a sales context.