Dana sells Surlyn isonomer resins, which are used in the packaging of meats. As she was making her sales presentation to the purchasing agent for a meat distributor, he said, "I sure do wish people would get over this idea that they only have to eat chicken. Good beef is getting harder and harder to find." Dana continued, "I enjoy a good steak myself." She paused briefly and then asked, "But, did you know that Surlyn can cut your packaging rejects in half?" Dana was using the _____ method to respond to this objection.
A)direct denial
B)acknowledge
C)postpone
D)referral
E)compensation

Question

Quizplus · Accepted Answer

Dana acknowledged the purchasing agent's comment about beef and then smoothly transitioned back to her sales pitch, which is characteristic of the acknowledge method.

Dana Sells Surlyn Isonomer Resins, Which Are Used in the Packaging