Salespeople make the most use of the _____ method when a price objection occurs early in the presentation.
A) revisit
B) acknowledgment
C) compensation
D) postponement
E) direct denial

Question

Quizplus · Accepted Answer

When a price objection occurs early in the presentation, the best method to use is postponement. This means that the salesperson acknowledges the objection but delays the discussion of price until later in the presentation when the benefits and value of the product have been fully explained. This allows the salesperson to build up the perceived value of the product and address any other objections that may arise before discussing price.

Salespeople Make the Most Use of the _____ Method When