The compensation method of responding to objections is often referred to as the superior benefit method because:
A) the advantage of one attribute overcomes a concern about a less important attribute.
B) selling firms determine which strategy to use for each customer based on such factors as the estimated value of the customer.
C) the salesperson knows where the buyers stand and if they are paying attention.
D) the information provided by the salesperson is usually perceived as more credible than information from paid communication sources.
E) the advantage of getting an immediate feedback from the buyer increases rapidly.

Question

Quizplus · Accepted Answer

The compensation method is often referred to as the superior benefit method because it focuses on highlighting the advantages of one attribute that can overcome a concern or objection about a less important attribute. This method emphasizes the superior benefits of the product or service and how it addresses the customer's needs and concerns.

The Compensation Method of Responding to Objections Is Often Referred