Question 1

Stacey, a salesperson for XYZ Co. has just heard her prospect make a red light statement. This means:

Accepted Answer

A)  It is unlikely she will get the sale 
B)  She has another objection to handle 
C)  May ask for the order 
D)  The prospect wants her to stop 
E)  None of the above 
A)  It is unlikely she will get the sale 
B)  She has another objection to handle 
C)  May ask for the order 
D)  The prospect wants her to stop 
E)  None of the above

Question 2

"How quickly can you deliver the product" is an example of a commitment signal.

Accepted Answer

A) True 
 B)False

Question 3

One of the most difficult types of objections to overcome is one based on ____.

Accepted Answer

A)  Price 
B)  Quality 
C)  Performance 
D)  Loyalty to a competitor 
E)  All of the above are relatively easy to overcome 
A)  Price 
B)  Quality 
C)  Performance 
D)  Loyalty to a competitor 
E)  All of the above are relatively easy to overcome

Question 4

Initially, if a salesperson fails to earn the buyer's commitment, he/she should first?

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)  Probe to try to find out why the buyer is resistant 
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)  Probe to try to find out why the buyer is resistant 
E)  None of the above

Question 5

"How quickly can you deliver the product" is an example of a trial commitment.

Accepted Answer

A) True 
 B)False

Question 6

Closing and gaining commitment are synonymous.

Accepted Answer

A) True 
 B)False

Question 7

_____________ objection is resistance to a product based on the price of the product being too high for the buyer.

Accepted Answer

The answer of _____________ objection is resistance to a product...

Question 8

Jeremy is interested in buying 10 cars for his company. He likes a particular car a salesperson is showing him but expresses concern about the fact that the car's engine isn't as powerful as others he was considering. Which of the following best illustrates the salesperson's use of the translation method to handle Jeremy's concern?

Accepted Answer

A)  Yes, the engine is less powerful, but the car comes with several other options you said you wanted. 
B)  Because the engine is less powerful it is more fuel efficient, and that means your company will save money. 
C)  You're mistaken; the engine has the same amount of power as the others you were considering. 
D)  Why do you want an engine that has more power? 
E)  None of the above illustrates the boomerang method. 
A)  Yes, the engine is less powerful, but the car comes with several other options you said you wanted. 
B)  Because the engine is less powerful it is more fuel efficient, and that means your company will save money. 
C)  You're mistaken; the engine has the same amount of power as the others you were considering. 
D)  Why do you want an engine that has more power? 
E)  None of the above illustrates the boomerang method.

Question 9

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

Accepted Answer

A) True 
 B)False

Question 10

A salesperson counterbalancing the objection with an offsetting benefit is using the _____________method of handling objections.

Accepted Answer

The answer of A salesperson counterbalancing the objection with an...

Question 11

Buyers may express resistance before ever talking with the salesperson about solutions and price.

Accepted Answer

A) True 
 B)False

Question 12

One method for gaining commitment involves the salesperson working with the buyer to list the reasons why the buyer would not want to make a purchase.

Accepted Answer

A) True 
 B)False

Question 13

The Direct Denial method is probably the safest objection handling method.

Accepted Answer

A) True 
 B)False

Question 14

Gaining commitment should be a natural result if the salesperson has done a good job of uncovering needs, presenting appropriate solutions, and handling customer concerns.

Accepted Answer

A) True 
 B)False

Question 15

Buyer resistance to the progression of the sale is referred to as _____________.

Accepted Answer

A)  A threat to the sale 
B)  An objection 
C)  Interest 
D)  A buyer initiated challenge (BI
C)  
E)  Show stopper 
A)  A threat to the sale 
B)  An objection 
C)  Interest 
D)  A buyer initiated challenge (BI
C)  
E)  Show stopper

Question 16

A buyer expressing concern about the warranty offered by the seller is raising which type of objection?

Accepted Answer

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

Question 17

A buyer expressing concern about the product's ability to function properly is raising which type of objection?

Accepted Answer

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

Question 18

The "L" in LAARC stands for Listen.

Accepted Answer

A) True 
 B)False

Question 19

Which of the following is not a method for responding to objections?

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 20

The "need objection" and "product objection" categories are essentially the same.

Accepted Answer

A) True 
 B)False

Stacey, a salesperson for XYZ Co. has just heard her prospect make a red light statement. This means:

"How quickly can you deliver the product" is an example of a commitment signal.

One of the most difficult types of objections to overcome is one based on ____.

Initially, if a salesperson fails to earn the buyer's commitment, he/she should first?

"How quickly can you deliver the product" is an example of a trial commitment.

Closing and gaining commitment are synonymous.

_____________ objection is resistance to a product based on the price of the product being too high for the buyer.

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

A salesperson counterbalancing the objection with an offsetting benefit is using the _____________method of handling objections.

Buyers may express resistance before ever talking with the salesperson about solutions and price.

One method for gaining commitment involves the salesperson working with the buyer to list the reasons why the buyer would not want to make a purchase.

The Direct Denial method is probably the safest objection handling method.

Gaining commitment should be a natural result if the salesperson has done a good job of uncovering needs, presenting appropriate solutions, and handling customer concerns.

Buyer resistance to the progression of the sale is referred to as _____________.

A buyer expressing concern about the warranty offered by the seller is raising which type of objection?

A buyer expressing concern about the product's ability to function properly is raising which type of objection?

The "L" in LAARC stands for Listen.

Which of the following is not a method for responding to objections?

The "need objection" and "product objection" categories are essentially the same.

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

Stacey, a salesperson for XYZ Co. has just heard her prospect make a red light statement. This means:

"How quickly can you deliver the product" is an example of a commitment signal.

One of the most difficult types of objections to overcome is one based on ____.

Initially, if a salesperson fails to earn the buyer's commitment, he/she should first?

"How quickly can you deliver the product" is an example of a trial commitment.

Closing and gaining commitment are synonymous.

_____________ objection is resistance to a product based on the price of the product being too high for the buyer.

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

A salesperson counterbalancing the objection with an offsetting benefit is using the _____________method of handling objections.

Buyers may express resistance before ever talking with the salesperson about solutions and price.

One method for gaining commitment involves the salesperson working with the buyer to list the reasons why the buyer would not want to make a purchase.

The Direct Denial method is probably the safest objection handling method.

Gaining commitment should be a natural result if the salesperson has done a good job of uncovering needs, presenting appropriate solutions, and handling customer concerns.

Buyer resistance to the progression of the sale is referred to as _____________.

A buyer expressing concern about the warranty offered by the seller is raising which type of objection?

A buyer expressing concern about the product's ability to function properly is raising which type of objection?

The "L" in LAARC stands for Listen.

Which of the following is not a method for responding to objections?

The "need objection" and "product objection" categories are essentially the same.

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