Question

Alan, a salesperson for Wabbi Industrial Equipment, finds most of his customers express resistance based on the fact that Wabbi'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 that the product provides. Alan is using the _____ method for handling resistance.​

Answer 1

Answer: Compensation

Explanation: Compensation method is the techniques that is used by the  salesperson for handling and managing resistance by balancing out the situation with a counterbalance offer or gain. It is used for managing the objections raised by the customers .

As per the mentioned situation in question, Alan is using compensation method for handling objections made by customer for late delivery by counterbalancing it. He makes the customer understand the product benefit that is provided to them through his service in comparison with other competitors.