This topic contains a solution. Click here to go to the answer

Author Question: Alan, a salesperson for ABC Industrial Equipment, finds most of his customers express resistance ... (Read 118 times)

Mr3Hunna

  • Hero Member
  • *****
  • Posts: 536
Alan, a salesperson for ABC Industrial Equipment, finds most of his customers express resistance based on the fact that ABC's delivery time is one week longer than most of its competitors. Alan usually handles that resistance by reviewing with the customers all of the confirmed benefits the product provides. Alan is using the ____ method for handling resistance.
 a. Forestalling
  b. Direct denial
  c. Translation
  d. Transition
  e. Compensation

Question 2

An implication of relationship marketing is:
 A) that sellers do not require an intimate knowledge of a customer's operations.
  B) that a sale signals the beginning of a relationship, rather constituting the end result.
  C) the building of one-to-one relationships.
  D) all of the answer choices.
  E) both that a sale signals the beginning of a relationship, rather constituting the end result and the building of one-to-one relationships.



Related Topics

Need homework help now?

Ask unlimited questions for free

Ask a Question
Marked as best answer by a Subject Expert

zoeyesther

  • Sr. Member
  • ****
  • Posts: 315
Answer to Question 1

E

Answer to Question 2

E





 

Did you know?

Your heart beats over 36 million times a year.

Did you know?

Common abbreviations that cause medication errors include U (unit), mg (milligram), QD (every day), SC (subcutaneous), TIW (three times per week), D/C (discharge or discontinue), HS (at bedtime or "hours of sleep"), cc (cubic centimeters), and AU (each ear).

Did you know?

There are actually 60 minerals, 16 vitamins, 12 essential amino acids, and three essential fatty acids that your body needs every day.

Did you know?

Colchicine is a highly poisonous alkaloid originally extracted from a type of saffron plant that is used mainly to treat gout.

Did you know?

Though methadone is often used to treat dependency on other opioids, the drug itself can be abused. Crushing or snorting methadone can achieve the opiate "rush" desired by addicts. Improper use such as these can lead to a dangerous dependency on methadone. This drug now accounts for nearly one-third of opioid-related deaths.

For a complete list of videos, visit our video library