Problem
A. Why is it important for a salesperson to anticipate a buyer's concerns and objections?
B. Is one type of sales resistance (e.g., need, price) more difficult to handle than another (e.g., source, product, time)?
C. Under what circumstances does a salesperson want sales resistance?
D. Can the LAARC method be used for all types of sales resistance? Explain.
E. What is the best method to handle sales resistance?