Which method for dealing with the prospect's objections shows the most explicit use of the multi-attribute model?
A)the referral method
B)the postpone method
C)the compensation method
D)the revisit method
E)the acknowledge method

Question

Quizplus · Accepted Answer

The compensation method involves explicitly addressing the prospect's concerns by offering additional benefits for purchasing the product or service. This aligns with the multi-attribute model, which suggests that customers evaluate a product or service based on multiple attributes or benefits. By offering additional benefits, the salesperson is addressing the prospect's objections in a way that fits the multi-attribute model.

Which Method for Dealing with the Prospect's Objections Shows the Most