When a salesperson disputes an objection and offers solid reasons for the dispute,the salesperson is in the _____ phase of personal selling.

Question

Quizplus · Accepted Answer

The handling objections phase is where a salesperson responds to objections and tries to resolve customer concerns in order to move closer to closing the sale. When disputing an objection and offering solid reasons, the salesperson is actively handling objections. The approach phase is the initial interaction with the customer, the preapproach phase is the research and planning before the approach, and the prospecting phase is identifying potential customers. The close phase is the final stage of the sales process where the customer makes the buying decision.

When a Salesperson Disputes an Objection and Offers Solid Reasons