Question 1

Relative to the Direct Denial method, Indirect Denial is generally a less risky method of handling resistance.

Accepted Answer

A) True 
 B)False  True

Question 2

It is not uncommon for inexperienced salespeople to lose a sale because they are afraid to ask for the order.

Accepted Answer

A) True 
 B)False  True

Question 3

After a buyer expresses an objection, it is inappropriate for the salesperson to ask the buyer probing questions.

Accepted Answer

A) True 
 B)False  False

Question 4

____________ refers to favorable statements a buyer makes during a sales presentation that signal buyer commitment.

Accepted Answer

The answer of ____________ refers to favorable statements a buyer...

Question 5

LAARC is an acronym for listen, ________________, assess, respond, and confirm that describes an effective process for salespeople to follow to overcome sales resistance.

Accepted Answer

The answer of LAARC is an acronym for listen, ________________,...

Question 6

A salesperson's ability to qualify prospects will often have an effect on the types of resistance the salesperson will face.

Accepted Answer

A) True 
 B)False

Question 7

"Always Be Closing" is a good motto for salespeople involved in relational selling.

Accepted Answer

A) True 
 B)False

Question 8

If a customer is wrong about something when expressing resistance, the salesperson should consider using the Indirect Denial method before considering the Direct Denial method.

Accepted Answer

A) True 
 B)False

Question 9

Buyers may raise objections because they are resistant to change.

Accepted Answer

A) True 
 B)False

Question 10

_____________refers to a buyer's objections to a product or service during the sales presentation.

Accepted Answer

The answer of _____________refers to a buyer's objections to a...

Question 11

Using the Direct Denial method for handling resistance is risky because it may anger the buyer.

Accepted Answer

A) True 
 B)False

Question 12

When a customer says "Your prices are too high," it always means they have a price objection.

Accepted Answer

A) True 
 B)False

Question 13

Statements from the buyer that indicate his/her interest in making a purchase are called ____.

Accepted Answer

A)  Purchase requests 
B)  Commitment signals 
C)  Objections 
D)  Trial commitments 
E)  All of the above 
A)  Purchase requests 
B)  Commitment signals 
C)  Objections 
D)  Trial commitments 
E)  All of the above

Question 14

Time objections are often used by the buyer as stall tactics.

Accepted Answer

A) True 
 B)False

Question 15

Which of the following phrases should salespeople involved in relational selling try to remember?

Accepted Answer

A)  Always Be Closing (ABCs of Selling) 
B)  Never take no for an answer 
C)  Nobody likes to be sold, but everybody likes to buy 
D)  Show me an objection and I'll show you an interested buyer 
E)  All of the above 
A)  Always Be Closing (ABCs of Selling) 
B)  Never take no for an answer 
C)  Nobody likes to be sold, but everybody likes to buy 
D)  Show me an objection and I'll show you an interested buyer 
E)  All of the above

Question 16

Tami is a new salesperson for ABC Industrial Equipment Co. and is concerned about her ability to handle objections. She is comforted somewhat by knowing that most objections fall into one of five categories. Which of the following is not one of those categories?

Accepted Answer

A)  Need objections 
B)  Product or service objections 
C)  Price objections 
D)  Company or source objections 
E)  Confirmed objections 
A)  Need objections 
B)  Product or service objections 
C)  Price objections 
D)  Company or source objections 
E)  Confirmed objections

Question 17

The salesperson must initiate trial commitments.

Accepted Answer

A) True 
 B)False

Question 18

A salesperson asking the buyer "Do you see how this product will benefit your organization?" is using a ____.

Accepted Answer

A)  Commitment signal 
B)  Objection 
C)  Trial commitment 
D)  Confirmed benefit 
E)  None of the above are accurate 
A)  Commitment signal 
B)  Objection 
C)  Trial commitment 
D)  Confirmed benefit 
E)  None of the above are accurate

Question 19

If a salesperson fails to earn the buyer's commitment, he/she should immediately?

Accepted Answer

A)  Attempt once again to gain the buyer's commitment (i.e., make a sale) 
B)  Thank the buyer for their time 
C)  Attempt to get another appointment with the buyer 
D)  Lower the price 
E)  None of the above 
A)  Attempt once again to gain the buyer's commitment (i.e., make a sale) 
B)  Thank the buyer for their time 
C)  Attempt to get another appointment with the buyer 
D)  Lower the price 
E)  None of the above

Question 20

Just before moving into the securing commitment and closing stage, a salesperson should ____.

Accepted Answer

A)  Review with the customer all of the product's features and benefits 
B)  Summarize the confirmed benefits 
C)  Disclose the price of the product 
D)  Remind the customer of their concerns 
E)  All of the above are accurate 
A)  Review with the customer all of the product's features and benefits 
B)  Summarize the confirmed benefits 
C)  Disclose the price of the product 
D)  Remind the customer of their concerns 
E)  All of the above are accurate

Relative to the Direct Denial method, Indirect Denial is generally a less risky method of handling resistance.

It is not uncommon for inexperienced salespeople to lose a sale because they are afraid to ask for the order.

After a buyer expresses an objection, it is inappropriate for the salesperson to ask the buyer probing questions.

____________ refers to favorable statements a buyer makes during a sales presentation that signal buyer commitment.

LAARC is an acronym for listen, ________________, assess, respond, and confirm that describes an effective process for salespeople to follow to overcome sales resistance.

A salesperson's ability to qualify prospects will often have an effect on the types of resistance the salesperson will face.

"Always Be Closing" is a good motto for salespeople involved in relational selling.

If a customer is wrong about something when expressing resistance, the salesperson should consider using the Indirect Denial method before considering the Direct Denial method.

Buyers may raise objections because they are resistant to change.

_____________refers to a buyer's objections to a product or service during the sales presentation.

Using the Direct Denial method for handling resistance is risky because it may anger the buyer.

When a customer says "Your prices are too high," it always means they have a price objection.

Statements from the buyer that indicate his/her interest in making a purchase are called ____.

Time objections are often used by the buyer as stall tactics.

Which of the following phrases should salespeople involved in relational selling try to remember?

Tami is a new salesperson for ABC Industrial Equipment Co. and is concerned about her ability to handle objections. She is comforted somewhat by knowing that most objections fall into one of five categories. Which of the following is not one of those categories?

The salesperson must initiate trial commitments.

A salesperson asking the buyer "Do you see how this product will benefit your organization?" is using a ____.

If a salesperson fails to earn the buyer's commitment, he/she should immediately?

Just before moving into the securing commitment and closing stage, a salesperson should ____.

Overview of Personal Selling

Building Trust and Sales Ethics

Understanding Buyers

Communication Skills

Strategic Prospecting and Preparing for Sales Dialogue

Planning Sales Dialogues and Presentations

Sales Dialogue: Creating and Communicating Value

Expanding Customer Relations

Adding Value: Self-Leadership and Teamwork

Sales Management and Sales 2.0

Filters

Exam 8: Addressing Concerns and Earning Commitment

Relative to the Direct Denial method, Indirect Denial is generally a less risky method of handling resistance.

It is not uncommon for inexperienced salespeople to lose a sale because they are afraid to ask for the order.

After a buyer expresses an objection, it is inappropriate for the salesperson to ask the buyer probing questions.

____________ refers to favorable statements a buyer makes during a sales presentation that signal buyer commitment.

LAARC is an acronym for listen, ________________, assess, respond, and confirm that describes an effective process for salespeople to follow to overcome sales resistance.

A salesperson's ability to qualify prospects will often have an effect on the types of resistance the salesperson will face.

"Always Be Closing" is a good motto for salespeople involved in relational selling.

If a customer is wrong about something when expressing resistance, the salesperson should consider using the Indirect Denial method before considering the Direct Denial method.

Buyers may raise objections because they are resistant to change.

_____________refers to a buyer's objections to a product or service during the sales presentation.

Using the Direct Denial method for handling resistance is risky because it may anger the buyer.

When a customer says "Your prices are too high," it always means they have a price objection.

Statements from the buyer that indicate his/her interest in making a purchase are called ____.

Time objections are often used by the buyer as stall tactics.

Which of the following phrases should salespeople involved in relational selling try to remember?

Tami is a new salesperson for ABC Industrial Equipment Co. and is concerned about her ability to handle objections. She is comforted somewhat by knowing that most objections fall into one of five categories. Which of the following is not one of those categories?

The salesperson must initiate trial commitments.

A salesperson asking the buyer "Do you see how this product will benefit your organization?" is using a ____.

If a salesperson fails to earn the buyer's commitment, he/she should immediately?

Just before moving into the securing commitment and closing stage, a salesperson should ____.

Overview of Personal Selling

Building Trust and Sales Ethics

Understanding Buyers

Communication Skills

Strategic Prospecting and Preparing for Sales Dialogue

Planning Sales Dialogues and Presentations

Sales Dialogue: Creating and Communicating Value

Expanding Customer Relations

Adding Value: Self-Leadership and Teamwork

Sales Management and Sales 2.0

Filters