1. Why is it important for a salesperson to anticipate a buyer's concerns and objections?
2. Is one type of sales resistance (e.g., need, price) more difficult to handle than another (e.g., source, product, time)?
3. Under what circumstances does a salesperson want sales resistance?

1. Can the LAARC method be used for all types of sales resistance? Explain.

1. What is the best method to handle sales resistance?

Citations and references