Alan, a salesperson for ABC Industrial Equipment, finds most of his customers express resistance based on the fact that ABC's delivery time is one week longer than most of its competitors. Alan usually handles that resistance by reviewing with the customers all of the confirmed benefits the product provides. Alan is using the ____ method for handling resistance.
A) Forestalling
B) Direct denial
C) Translation
D) Transition
E) Compensation

Question

Quizplus · Accepted Answer

Alan is using the compensation method, which involves acknowledging the objection and then offsetting it with the benefits or advantages of the product.

Alan, a Salesperson for ABC Industrial Equipment, Finds Most of His