In trying to close a sale,Jim's prospect raises objections about the price and delivery schedule.Jim is dealing with ________.

Question

Quizplus · Accepted Answer

Logical resistance refers to objections that are based on the prospect's rational analysis of the product, such as price and delivery schedule. This is the type of resistance that Jim is facing. Psychological resistance, on the other hand, refers to objections that arise from the prospect's emotions or attitudes toward the product or salesperson. Closing resistance occurs when the prospect is hesitant to make a final decision or commitment to purchase. Maintenance resistance refers to objections that arise after the sale has been made, such as concerns about product quality or service. Follow-up resistance occurs when the prospect resists further contact or follow-up after the sale has been made.

In Trying to Close a Sale,Jim's Prospect Raises Objections About