Question 1

A buyer's resistance based on his or her loyalty to another supplier is generally easy to overcome.

Accepted Answer

A) True 
 B)False

Question 2

In the LAARC process for handling buyer resistance, the first A stands for?

Accepted Answer

A)  Assess 
B)  Acknowledge 
C)  Address 
D)  Anticipate 
E)  Assign 
A)  Assess 
B)  Acknowledge 
C)  Address 
D)  Anticipate 
E)  Assign

Question 3

Mike is a sales rep for an industrial equipment company. Mike can expect sales resistance when ____.

Accepted Answer

A)  The buyer wants to avoid the sales interview 
B)  The prospect lacks information. 
C)  The buyer simply resists change 
D)  The he has failed to prospect properly. 
E)  All of the above are correct. 
A)  The buyer wants to avoid the sales interview 
B)  The prospect lacks information. 
C)  The buyer simply resists change 
D)  The he has failed to prospect properly. 
E)  All of the above are correct.

Question 4

______________ is a selling technique in which the salesperson summarizes all the major benefits the buyer has confirmed over the course of the sales calls.

Accepted Answer

The answer of ______________ is a selling technique in which...

Question 5

"Give me a couple of weeks to think it over" is an example of which type of objection?

Accepted Answer

A)  Time 
B)  Price 
C)  No need 
D)  Product related 
E)  Service related 
A)  Time 
B)  Price 
C)  No need 
D)  Product related 
E)  Service related

Question 6

Alan, a salesperson for ABC Industrial Equipment, finds most of his customers express resistance based on the fact that ABC's delivery time is one week longer than most of its competitors. Alan usually handles that resistance by reviewing with the customers all of the confirmed benefits the product provides. Alan is using the ____ method for handling resistance.

Accepted Answer

A)  Forestalling 
B)  Direct denial 
C)  Translation 
D)  Transition 
E)  Compensation 
A)  Forestalling 
B)  Direct denial 
C)  Translation 
D)  Transition 
E)  Compensation

Question 7

Using third-party reinforcement will always be effective in overcoming a buyer's resistance.

Accepted Answer

A) True 
 B)False

Question 8

When a buyer tells the salesperson "no," the salesperson should ask questions to find out why he or she is saying no.

Accepted Answer

A) True 
 B)False

Question 9

Which of the following reasons for objections is most likely to result in a lost sale?

Accepted Answer

A)  The prospect wants to avoid the sales interview 
B)  Objecting is a matter of custom 
C)  The prospect is not a qualified prospect 
D)  The prospect wants to show interest 
E)  The prospect lacks information 
A)  The prospect wants to avoid the sales interview 
B)  Objecting is a matter of custom 
C)  The prospect is not a qualified prospect 
D)  The prospect wants to show interest 
E)  The prospect lacks information

Question 10

One of the reasons (provided in the text) that prospects raise objections is "the prospect resists ____________."

Accepted Answer

The answer of One of the reasons (provided in the...

Question 11

The summary commitment method requires the salesperson to summarize all the benefits his/her product is capable of providing.

Accepted Answer

A) True 
 B)False

Question 12

What should the salesperson do once he/she has answered all the buyer's questions and has resolved resistance issues that have come up during the presentation?

Accepted Answer

A)  Ask the buyer to make a purchase 
B)  Summarize the pertinent buying signals 
C)  Check to make sure all needs have been addressed 
D)  Attempt to get another appointment with the buyer 
E)  None of the above 
A)  Ask the buyer to make a purchase 
B)  Summarize the pertinent buying signals 
C)  Check to make sure all needs have been addressed 
D)  Attempt to get another appointment with the buyer 
E)  None of the above

Question 13

Which of the following is not a technique for earning commitment?

Accepted Answer

A)  Direct Commitment 
B)  Translation 
C)  Summary commitment 
D)  Balance sheet commitment 
E)  Alternative choice 
A)  Direct Commitment 
B)  Translation 
C)  Summary commitment 
D)  Balance sheet commitment 
E)  Alternative choice

Question 14

"Let's make a list of the pros and cons associated with purchasing my product" is an example of which type of technique to earn commitment?

Accepted Answer

A)  Direct commitment 
B)  Boomerang method 
C)  Summary commitment 
D)  Balance sheet commitment 
E)  Alternative choice 
A)  Direct commitment 
B)  Boomerang method 
C)  Summary commitment 
D)  Balance sheet commitment 
E)  Alternative choice

Question 15

A buyer expressing resistance because he/she is loyal to another supplier is raising which type of objection?

Accepted Answer

A)  Forestalling 
B)  Price 
C)  Company or Source 
D)  Product related 
E)  Service related 
A)  Forestalling 
B)  Price 
C)  Company or Source 
D)  Product related 
E)  Service related

Question 16

Which of the following best describes buyer resistance?

Accepted Answer

A)  Price is too high 
B)  Anything the prospect says or does that slows down the buying process 
C)  Anytime the prospect says "no" 
D)  An emotional state brought on through miscommunication. 
E)  An emotional state brought on through misunderstanding 
A)  Price is too high 
B)  Anything the prospect says or does that slows down the buying process 
C)  Anytime the prospect says "no" 
D)  An emotional state brought on through miscommunication. 
E)  An emotional state brought on through misunderstanding

Question 17

Which of the following types of sales resistance is most common but usually not the most important issue?

Accepted Answer

A)  Quality concerns 
B)  Price concerns 
C)  Trust concerns 
D)  Performance concerns 
E)  Delivery concerns 
A)  Quality concerns 
B)  Price concerns 
C)  Trust concerns 
D)  Performance concerns 
E)  Delivery concerns

Question 18

"The price is lower than I thought" is an example of a commitment signal.

Accepted Answer

A) True 
 B)False

Question 19

The Compensation method for handling objections turns a reason not to buy into a reason to buy.

Accepted Answer

A) True 
 B)False

Question 20

"Your prices are too high" is probably the most common type of objection.

Accepted Answer

A) True 
 B)False

A buyer's resistance based on his or her loyalty to another supplier is generally easy to overcome.

In the LAARC process for handling buyer resistance, the first A stands for?

Mike is a sales rep for an industrial equipment company. Mike can expect sales resistance when ____.

______________ is a selling technique in which the salesperson summarizes all the major benefits the buyer has confirmed over the course of the sales calls.

"Give me a couple of weeks to think it over" is an example of which type of objection?

Using third-party reinforcement will always be effective in overcoming a buyer's resistance.

When a buyer tells the salesperson "no," the salesperson should ask questions to find out why he or she is saying no.

Which of the following reasons for objections is most likely to result in a lost sale?

One of the reasons (provided in the text) that prospects raise objections is "the prospect resists ____________."

The summary commitment method requires the salesperson to summarize all the benefits his/her product is capable of providing.

What should the salesperson do once he/she has answered all the buyer's questions and has resolved resistance issues that have come up during the presentation?

Which of the following is not a technique for earning commitment?

"Let's make a list of the pros and cons associated with purchasing my product" is an example of which type of technique to earn commitment?

A buyer expressing resistance because he/she is loyal to another supplier is raising which type of objection?

Which of the following best describes buyer resistance?

Which of the following types of sales resistance is most common but usually not the most important issue?

"The price is lower than I thought" is an example of a commitment signal.

The Compensation method for handling objections turns a reason not to buy into a reason to buy.

"Your prices are too high" is probably the most common type of objection.

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

A buyer's resistance based on his or her loyalty to another supplier is generally easy to overcome.

In the LAARC process for handling buyer resistance, the first A stands for?

Mike is a sales rep for an industrial equipment company. Mike can expect sales resistance when ____.

______________ is a selling technique in which the salesperson summarizes all the major benefits the buyer has confirmed over the course of the sales calls.

"Give me a couple of weeks to think it over" is an example of which type of objection?

Using third-party reinforcement will always be effective in overcoming a buyer's resistance.

When a buyer tells the salesperson "no," the salesperson should ask questions to find out why he or she is saying no.

Which of the following reasons for objections is most likely to result in a lost sale?

One of the reasons (provided in the text) that prospects raise objections is "the prospect resists ____________."

The summary commitment method requires the salesperson to summarize all the benefits his/her product is capable of providing.

What should the salesperson do once he/she has answered all the buyer's questions and has resolved resistance issues that have come up during the presentation?

Which of the following is not a technique for earning commitment?

"Let's make a list of the pros and cons associated with purchasing my product" is an example of which type of technique to earn commitment?

A buyer expressing resistance because he/she is loyal to another supplier is raising which type of objection?

Which of the following best describes buyer resistance?

Which of the following types of sales resistance is most common but usually not the most important issue?

"The price is lower than I thought" is an example of a commitment signal.

The Compensation method for handling objections turns a reason not to buy into a reason to buy.

"Your prices are too high" is probably the most common type of objection.

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