Which of the following statements should the salesperson use to acknowledge and convert the prospect's objection into a reason for buying?
A) "I think I might be able to explain that better to you after showing you this diagram."
B) "Yes, you're right, it is lighter, but that is done intentionally to make your work easier."
C) "That's true.It does have a shorter shelf life, but that hasn't really been a problem.It is so popular it never gets to stay on the shelf that long anyway."
D) "Where did you hear that? Your source must have erroneous information."
E) "As I was saying, ..."
Correct Answer:
Verified
Q135: With _, a problem solution options are
Q136: There are six commonly used techniques to
Q137: There are six commonly used techniques to
Q138: During the sales presentation, the prospect interrupted
Q139: At which stage of the personal selling
Q141: Research shows that the cost and effort
Q142: The final stage in the personal selling
Q143: When a salesperson in the computer store
Q144: An urgency close refers to
A)asking the prospect
Q145: FIGURE 17-6 
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