Ethan has a testimonial from a highly respected customer that counters the rumor that Ethan's company does not have a strong research and development department. With which of the following types of objection handling methods is Ethan most likely to use the testimonial? a) The indirect denial method b) The questioning mefrod c) The translation method d) The compensation method e) The third-party reinforcement method When a prospect objects because of customary reasons, a salesperson should: a) Use traditional commitment methods, such as standing-room-only close and assumptive close, to close the sale, b) gain the prospect's trust by providing him or her with a thorough understanding of the salesperson, his or her company, and the products. c) adopt the direct commitment technique to overcome the sales objection. d) send refer the prospect to a more experienced salesperson. e) end the sales call gracefully. In the LAARC method of overcoming sales resistance, after a salesperson asks assessment questions to gain a proper understanding of a buyer's objection, the next step is to: a) ask confirmatory questions. b) respond to the objection. c) make a red light statement to the buyer. d) acknowledge that the message has been received. e) engage in forestalling