Jennifer, a salesperson for ABC Industrial Equipment, likes to address certain known sources of buyer resistance before the buyer brings them up. Jennifer is using the ____ method of handling resistance.

Question

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Forestalling is a method where a salesperson addresses known sources of resistance before the buyer brings them up. This helps the salesperson to be prepared and tackle the objections effectively. In this case, Jennifer is using the forestalling method to handle resistance. Direct denial is a method where the salesperson flatly denies the validity of the objection, which may not be suitable for all situations. Translation is a method where the salesperson tries to rephrase the objection in a way that makes it more acceptable. Transition is a method where the salesperson smoothly transitions the conversation to a different topic. Compensation is a method where the salesperson compensates the buyer for the objection or issue they have raised. None of these methods seem to be the most suitable choice for this scenario, making option A the best choice.

Jennifer, a Salesperson for ABC Industrial Equipment, Likes to Address