Katie,a salesperson for Sol Computers,is faced with an objection from one of her prospects.The prospect says that the graphics of the computers do not meet his requirements.Katie listens to the objection and makes it known to her prospect that she has received the message.According to the LAARC method,which of the following should Katie do next?
A)Continue listening
B)Assess the objection
C)Ask confirmatory questions
D)Respond to the objection
E)Change the subject of the conversation

Question

Katie,a salesperson for Sol Computers,is faced with an objection from one of her prospects.The prospect says that the graphics of the computers do not meet his requirements.Katie listens to the objection and makes it known to her prospect that she has received the message.According to the LAARC method,which of the following should Katie do next?​
A)​Continue listening
B)Assess the objection
C)​Ask confirmatory questions
D)​Respond to the objection
E)​Change the subject of the conversation

Quizplus · Accepted Answer

According to the LAARC method, after listening to the objection, the salesperson should assess it. This involves analyzing the objection, understanding the prospect's concerns and evaluating the impact it may have on the sale. Only after assessing the objection, should the salesperson move onto answering the objection. Therefore, option B is the correct choice.

Katie,a Salesperson for Sol Computers,is Faced with an Objection from One