According to the text, which of the following statements about handling objections is true?
a. A professional salesperson should not anticipate objections.
b. A good salesperson dreads having to handle sales objections.
c. Objections should not be used to close the sale.
d. Salespeople should view objections as requests for more information.
Ans: d. Salespeople should view objections as requests for more information.
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Which of the following is true for customer relationship marketing?
A) Competitors can often hack into CRM systems. B) Building and maintaining a customer database requires a large investment. C) It is very difficult to find and train database employees. D) Long-term results of such systems are still unproven. E) Focusing too much on databases separates a company from its customers.