Hameed, a salesperson in an electronics manufacturing company, makes a sales presentation to the owner of a small-scale company. At a particular point during the presentation, the prospect raises an objection stating that he has some concerns about the maintenance agreement. Hameed acknowledges his concern and lets him know that he will address it at the end of his presentation. In this scenario, Hameed uses the _____ method of handling sales resistance.
A) forestalling
B) indirect denial
C) compensation
D) coming-to-that
E) feel-felt-found

Question

Quizplus · Accepted Answer

Hameed is using the "coming-to-that" method by acknowledging the prospect's concern and stating that he will address it later in his presentation. This method involves telling the prospect that their concern will be covered as part of the ongoing discussion or presentation.

Hameed, a Salesperson in an Electronics Manufacturing Company, Makes a Sales