Customer: I don't think I'll buy the stereo today.
Salesperson: Why not?
Customer: It's too expensive.
Salesperson: There's always a layaway plan.
Customer: I don't have time today.
Salesperson: I can do the paperwork in less than 5 minutes…
This conversation best illustrates the salesperson's use of which tactic?

Question

Customer: I don't think I'll buy the stereo today. 
Salesperson: Why not?
Customer: It's too expensive.
Salesperson: There's always a layaway plan.
Customer: I don't have time today.
Salesperson: I can do the paperwork in less than 5 minutes…
This conversation best illustrates the salesperson's use of which tactic?

Quizplus · Accepted Answer

The "dump-and-chase" tactic involves addressing and overcoming objections by persistently offering solutions, as the salesperson does by suggesting a layaway plan and quick paperwork.

Customer: I Don't Think I'll Buy the Stereo Today