To an objection, a salesperson replies, "Since this particular model does not offer the features you need, let me show you a different model. It has all of the features you want and will meet your specifications." The salesperson is using a(n) _____ approach to meeting the objection.
A) comparative-item
B) turn-around (boomerang)
C) offset
D) dispute

Question

Quizplus · Accepted Answer

To an objection, a salesperson replies, "Since this particular model does not offer the features you need, let me show you a different model. It has all of the features you want and will meet your specifications." The salesperson is using a comparative-item approach to meeting the objection since an alternative product is being shown.

To an Objection, a Salesperson Replies, "Since This Particular Model