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There are two types of sales resistance; psychological and logical. Psychological resistance refers to an unwillingness to buy based on attitude, emotion, or prejudice. Such resistance is very subjective and varies from one prospect to another. Logical resistance or objections to the sales presentation refers to unwillingness to buy based on tangible considerations related to some aspect of a product. What are your suggestions for addressing these two barriers?

1. Psychological Barrier: Preconceived ideas about product: Prospect’s ideas and feelings, accurate or not, may close his or her mind to the purchase. Give suggestions for salespeople to overcome this type of resistance:

2. Logical Barrier: Inadequate warranty. Suggestions for salespeople to overcome this type of resistance.

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Operation Management, Management Studies

Category:- Operation Management
Reference No.:- M92444396

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