Exam 8: Addressing Concerns and Earning Commitment

Jennifer, a salesperson for ABC Industrial Equipment, likes to address certain known sources of buyer resistance before the buyer brings them up. Jennifer is using the ____ method of handling resistance.

(Multiple Choice)

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Question 21

_____________objection is resistance to a product in which a buyer puts off the decision to buy until a later date.

(Short Answer)

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Question 22

Forestalling and "Coming-to-That" are essentially the same method for handling resistance.

(True/False)

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Question 23

In order to effectively respond to objections, salespeople must be good listeners.

(True/False)

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Question 24

The alternative choice method for gaining commitment makes the assumption that the buyer wants to make a purchase.

(True/False)

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Question 25

"Your price is not different enough to change the suppliers" reflects the expression of a ___________objection.

(Short Answer)

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Question 26

A rather harsh response that the prospect is wrong, reflects the ________________method of handling objections.

(Short Answer)

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Question 27

A salesperson attempting to soften the blow in correcting the prospects information is using the _______________method of handling objections..

(Short Answer)

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Question 28

Which of the following is not a common reason why prospects raise objections?

(Multiple Choice)

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Question 29

______________ objection is resistance to a product that results when a buyer has never heard of or is not familiar with the products company.

(Short Answer)

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Question 30

When dealing with buyer objections, it is a good idea to use the Forestalling method most of the time.

(True/False)

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Question 31

When a buyer tells the salesperson "no," other than thanking the customer for their time the salesperson's job is over.

(True/False)

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Question 32

"How do I know you'll meet our delivery requirements?" is an example of a service objection.

(True/False)

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Question 33

A salesperson that relates that others actually found their initial opinions to be unfounded is using the ____________________method of handling objections.

(Short Answer)

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Question 34

Traditional techniques for gaining commitment are still viewed as effective by most professional buyers today.

(True/False)

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Question 35

A buyer saying "The price is higher than I thought it would be" should be viewed by the salesperson as a(n) ____.

(Multiple Choice)

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Question 36

A buyer who says "Your company is too small to meet my needs" is expressing a(n) ____ objection.

(Multiple Choice)

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Question 37

LAARC is an acronym for ____.

(Multiple Choice)

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Question 38

"A maintenance agreement should be included" reflects the expression of a _____________objection.

(Short Answer)

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Question 39

A salesperson that tells the buyer that he or she will be covering the objection later in his or her presentation is using the __________________method of handling objections.

(Short Answer)

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Question 40

Showing 21 - 40 of 116

Jennifer, a salesperson for ABC Industrial Equipment, likes to address certain known sources of buyer resistance before the buyer brings them up. Jennifer is using the ____ method of handling resistance.

_____________objection is resistance to a product in which a buyer puts off the decision to buy until a later date.

Forestalling and "Coming-to-That" are essentially the same method for handling resistance.

In order to effectively respond to objections, salespeople must be good listeners.

The alternative choice method for gaining commitment makes the assumption that the buyer wants to make a purchase.

"Your price is not different enough to change the suppliers" reflects the expression of a ___________objection.

A rather harsh response that the prospect is wrong, reflects the ________________method of handling objections.

A salesperson attempting to soften the blow in correcting the prospects information is using the _______________method of handling objections..

Which of the following is not a common reason why prospects raise objections?

______________ objection is resistance to a product that results when a buyer has never heard of or is not familiar with the products company.

When dealing with buyer objections, it is a good idea to use the Forestalling method most of the time.

When a buyer tells the salesperson "no," other than thanking the customer for their time the salesperson's job is over.

"How do I know you'll meet our delivery requirements?" is an example of a service objection.

A salesperson that relates that others actually found their initial opinions to be unfounded is using the ____________________method of handling objections.

Traditional techniques for gaining commitment are still viewed as effective by most professional buyers today.

A buyer saying "The price is higher than I thought it would be" should be viewed by the salesperson as a(n) ____.

A buyer who says "Your company is too small to meet my needs" is expressing a(n) ____ objection.

LAARC is an acronym for ____.

"A maintenance agreement should be included" reflects the expression of a _____________objection.

A salesperson that tells the buyer that he or she will be covering the objection later in his or her presentation is using the __________________method of handling objections.

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

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