Marc, a salesperson for XYZ Furniture Shop, finds that most of his customers express resistance based on the fact that XYZ's delivery time is one week longer than most of its competitors. Marc usually handles that resistance by reviewing with the customers all of the confirmed benefits the product provides. Which method of handling resistance is Marc using?
A) third-party reinforcement
B) indirect denial
C) compensation
D) translation or boomerang

Question

Quizplus · Accepted Answer

Marc is using the compensation method by offsetting the objection (longer delivery time) with the benefits the product offers, essentially compensating for the perceived drawback.

Marc, a Salesperson for XYZ Furniture Shop, Finds That Most