Clearwater Hampers Is a Small British Company That Sells Luxury

Clearwater Hampers is a small British company that sells luxury food and drink in various combinations in picnic hampers. Food and wine are seen as classic, fail-safe gifts in a market where present-buying is increasingly tricky. Corporate customers, both in the United Kingdom and abroad, are important to the business. Clearwater has had several orders for more than a quarter of a million dollars. According to the company's leading salesperson, Peter Austin, "We have lots of repeat corporate customers as a result of the importance we place on getting the hampers out on time and filled with the right products." Peter Austin is extremely successful and the major reason for his success is the way he handles objections. He believes that effectively handling objections is the key to success in a sales profession. Today he is calling the CEO of Diamonite to make an important sales presentation. Austin is confident of handling the objections as he has prepared for the call. Later during the presentation, the CEO said, "Our customers don't expect us to give them presents." The CEO:

A) created a situation in which Austin should use the showmanship preapproach.
B) used the no-need objection.
C) is uncomfortable with forestalling.
D) recognizes Austin's use of the sequential-yes close.
E) used the postponing objection.