When presenting solutions, Chris (a salesperson)often has to handle buyer resistance. Buyer resistance is typically referred to a(n)_____________.
A) Negative
B) Objection
C) Indicator the prospect will say no to the salesperson when asked to make a purchase
D) A buyer initiated challenge (BIC)
E) Show stopper

Question

Quizplus · Accepted Answer

Buyer resistance is typically referred to as objections. Objections are concerns, hesitations, or doubts that a prospect raises during the sales process. It is the responsibility of the salesperson to handle objections effectively to move the sales process forward.

When Presenting Solutions, Chris (A Salesperson)often Has to Handle Buyer