When presenting solutions, Chris (a salesperson)often has to handle buyer resistance. Chris should think of buyer resistance as a(n)___________ event.
A) Negative
B) Unimportant
C) Positive
D) A buyer initiated challenge (BIC)
E) Show stopper

Question

Quizplus · Accepted Answer

Buyer resistance should be seen as a positive event because it indicates that the buyer is engaged and interested enough to express concerns, which provides an opportunity for Chris to address these concerns and move closer to a sale.

When Presenting Solutions, Chris (A Salesperson)often Has to Handle Buyer