Rita, a salesperson in a textile manufacturing company, makes a sales pitch to a representative of a garment manufacturing company. During the sales presentation, Rita shows the representative a few samples of the new fabric that Rita's company recently introduced in the market. The representative, however, expresses concern that her customers may not be keen on wearing clothes made of those fabrics. Rita responds to this by saying "I can certainly understand your apprehensions. Mark, from a company similar to yours, had the same concerns initially. However, we recently received feedback from him, and he says that his customers love the clothes made from the new fabric." In this case, Rita uses the _____ method to handle sales resistance.
A) forestalling
B) direct denial
C) translation
D) coming-to-that
E) feel-felt-found

Question

Quizplus · Accepted Answer

Rita uses the "feel-felt-found" method by acknowledging the representative's concerns (feel), relating them to a similar situation with another client (felt), and then explaining how that client's initial concerns were ultimately unfounded based on positive feedback (found).

Rita, a Salesperson in a Textile Manufacturing Company, Makes a Sales