"I realize that my company's bar code label printer is more expensive than others that you may be looking at, but the Tharp bar code label printer is designed for Microsoft Windows applications. Your employees will be able to learn how to operate our machine much faster than other brands because of their familiarity with Microsoft Windows. You won't experience any loss in productivity as this printer is brought into your system. It takes up to two weeks for employees to become comfortable using some of the other brand bar code label printers on the market." Which method for dealing with objections is the Tharp Systems salesperson using in this example?
A)direct acceptance
B)passover
C)referral
D)revisit
E)compensation

Question

Quizplus · Accepted Answer

The Tharp Systems salesperson is using the compensation method by acknowledging the objection (the higher price) but offering a unique value proposition that justifies the higher cost. The salesperson highlights the faster learning curve for employees familiar with Microsoft Windows, which will ultimately save time and prevent loss in productivity.

"I Realize That My Company's Bar Code Label Printer Is