Ron may encounter customer concerns that must be addressed and handled in a positive light for the company to have continued success. There is a multitude of customer concerns; therefore, the objections will depend on the product and type of business (Johnston & Marshall, 2009). The potential sources of concern from customers that Rob may come upon includes, 1) product need, 2) trustworthiness of the salesperson, 3) reliability of the company, 4) timing, and 5) best price for the product (Johnston & Marshall, 2009). According to Jones (1998), “Customers are more receptive to salespeople who they perceive as credible; thus, salespeople should appear trustworthy and competent” (as cited in Arndt, Evans, Landry, Mady, & Pongpatipat, 2014, p.
