______ is an approach to handling objections that focuses on the relative position of dominance,deference,or equality that buyers and sellers put themselves in as a result of dialog between the two.

Question

Quizplus · Accepted Answer

This approach is known as Relational Communications, and it emphasizes the importance of understanding and managing the power dynamic that exists between the buyer and seller. This involves paying attention to nonverbal cues, recognizing the role of status and hierarchy, and adapting one's communication style accordingly. By establishing a positive relationship between buyer and seller, objections can be overcome more easily. The other answer choices are either unrelated to this approach or not specific to handling objections.

______ Is an Approach to Handling Objections That Focuses on the Relative