When a prospect objects because of customary reasons, a salesperson should: O al use traditional commitment methods, such as standing-room-only close and assumptive close, to close the sale. Ob) gain the prospect's trust by providing him or her with a thorough understanding of the salesperson, his or her company, and the products. c) adopt the direct commitment technique to overcome the sales objection. (d) send refer the prospect to a more experienced salesperson. O e) end the sales call gracefully.In the LAARC method of overcoming sales resistance, after a salesperson asks assessment questions to gain a proper understanding of a buyer's objection, the next step is to: O a) ask confirmatory questions. O b) respond to the objection. O c) make a red light statement to the buyer. O d) acknowledge that the message has been received. O e) engage in forestalling.Ethan has a testimonial from a highly respected customer that counters the rumor that Ethan's company does not have a strong research and development department. With which of the following types of objection handling methods is Ethan most likely to use the testimonial? O a) The indirect denial method b) The questioning mefad c) The translation method d) The compensation method Oe) The third-party reinforcement method