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Performance Appraisal, Biases, And AI In Research Practice Test

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A customer objects that the product fails during demonstration, and the salesperson presents independent test results showing reliability. Which response strategy is demonstrated?
Correct Answer:
Deny
Explanation:
When a customer raises a claim about a failure during a demonstration, countering the objection with credible evidence is a denial-based response. By presenting independent test results that show reliability, the salesperson is directly challenging the reported failure with objective data. This shifts the conversation from subjective impression to verifiable facts, which can restore trust and reduce perceived risk. The use of third-party or independent data adds credibility, making the rebuttal stronger than words alone and helping to keep the demonstration on track toward a decision.

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