When Gary objected to the high cost of the copier Wynette was suggesting his office purchase, she replied, "The initial price is one of the highest on the market, but this copier offers the fastest pages per minute output rates available on the market, and has one of the two best maintenance records in the industry, so you know you'll be able to meet those critical production deadlines you told me about." Wynette is using the _____ method to respond to Gary.
A)direct acceptance
B)passover
C)referral
D)revisit
E)compensation

Question

Quizplus · Accepted Answer

Wynette is using the compensation method by acknowledging the objection and then highlighting the benefits of the product that address Gary's concerns, such as meeting critical production deadlines. She is not directly accepting, passing over, referring, or revisiting the objection.

When Gary Objected to the High Cost of the Copier