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Question
Doug Ames sells Mercedes Benz automobiles. During a sales presentation, a qualified prospect said, "Doug, I would really like to buy this car, but you know, the price is just too high." Ames responded, "Sir, you are correct. The price of a Mercedes Benz automobile is high, but look at what you're getting." Ames then proceeded to describe the quality of the materials, the high resale value, and the dependability and prestige associated with the Mercedes Benz brand. What technique did Ames use to handle the prospect's objection?
A. the postpone technique
B. the agree and neutralize technique
C. the denial technique
D. the accept the objection technique
E. the acknowledge and convert technique
Answer
This answer is hidden. It contains 266 characters.
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