An example of a time objection is

a$.$ "Ask me again next month when you stop by$"$

b$.$ "I need something a lot cheaper"

c$.$ "I have never heard of your company"

d$.$ "A maintenance agreement should be included"

e$.$ "I do not need any"

Clement is a salesperson for a car manufacturing company. One of his prospects raises an objection, saying that the car is too expensive. Clement listens to the objection carefully. According to the LAARC method, which of the following should Clement do immediately after listening to the prospect's objection?

a$.$ He should engage in forestalling.

b$.$ He should ask assessment questions to the prospect.

c$.$ He should acknowledge the objection.

d$.$ He should respond to the objection.

e$.$ He should ask confirmatory questions to the prospect.

Finton has a testimonial from a highly respected customer that counters the rumor that Finton's company does not have a strong research and development department. With which of the following types of objection handling methods is Finton most likely to use the testimonial?

a$.$ Indirect denial

b$.$ Questioning

c$.$ Translation

d$.$ Compensation

e$.$ Third$-$party reinforcement

Which of the following is true of sales resistance?

a$.$ It refers to the external factors that prevent a prospect from purchasing a product.

b$.$ It must be viewed as an opportunity to sell.

c$.$ It is the unfavorable reaction of a salesperson to a prospect's conduct.

d$.$ It is an emotional state brought on through miscommunication.

e$.$ It can be shown by both a prospect and a salesperson.

According to research involving business customers, the number$-$one characteristic found to define a world$-$class salesperson is someone who

a$.$ manages to close the most number of sales in a given time period

b$.$ practices traditional selling

c$.$ personally manages the customer's satisfaction by being accountable for the customer's desired results

d$.$ uses cold canvassing for customer prospecting

e$.$ handles complaints in a timely and thoughtful manner by delegating work to other salespeople