Question 1

One of the reasons (provided the text) that prospects raise objections is "the salesperson has failed to prospect and ______________an properly).

Accepted Answer

The answer of One of the reasons (provided the text)...

Question 2

One method for gaining commitment involves the salesperson reviewing with the buyer all of the confirmed benefits.

Accepted Answer

A) True 
 B)False

Question 3

"Close early and close often" is a good motto for salespeople involved in relational selling.

Accepted Answer

A) True 
 B)False

Question 4

Before attempting to gain commitment, the salesperson should summarize all the benefits their offer (solution) is capable of producing.

Accepted Answer

A) True 
 B)False

Question 5

Price objections are the most difficult to overcome.

Accepted Answer

A) True 
 B)False

Question 6

The _____________ is a selling technique in which a salesperson relates how one of his or her customers had a problem similar to the prospect's and solved it by using the salesperson's product.

Accepted Answer

Success St

Question 7

__________________ choice is a selling technique in which the salesperson asks the prospect to select from two or more choices during a sales presentation.

Accepted Answer

Alternativ

Question 8

LAARC is a tool for helping salespeople ____.

Accepted Answer

A)  Present features and benefits 
B)  Overcome resistance 
C)  Uncover needs 
D)  Use visual aids 
E)  Remember to ask for the order 
A)  Present features and benefits 
B)  Overcome resistance 
C)  Uncover needs 
D)  Use visual aids 
E)  Remember to ask for the order

Question 9

Today's buyers are more likely to be less tolerant of "closing techniques."

Accepted Answer

A) True 
 B)False

Question 10

A ___________objection is resistance to a product in which a buyer does not like the way the product looks or feels.

Accepted Answer

The answer of A ___________objection is resistance to a product...

Question 11

"Are you interested in the basic model or would you like the deluxe model?" 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 12

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)  All of the above are categories of objections 
A)  Need objections 
B)  Product or service objections 
C)  Price objections 
D)  Company or source objections 
E)  All of the above are categories of objections

Question 13

The first step in the LAARC method for handling resistance is to ___________.

Accepted Answer

The answer of The first step in the LAARC method...

Question 14

A ___________objection is resistance to a product in which the buyer says that he or she does not need the product.

Accepted Answer

The answer of A ___________objection is resistance to a product...

Question 15

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

Accepted Answer

A)  Direct commitment 
B)  Summary commitment 
C)  Balance sheet commitment 
D)  Alternative choice 
E)  All the above are techniques for earning commitment 
A)  Direct commitment 
B)  Summary commitment 
C)  Balance sheet commitment 
D)  Alternative choice 
E)  All the above are techniques for earning commitment

Question 16

Anthony is salesperson for XYZ Co. and is confronting an objection. The first thing Anthony needs to do is:

Accepted Answer

A)  Forestall 
B)  Ask for the order 
C)  Respond to the objection 
D)  Listen carefully 
E)  Assess the objection 
A)  Forestall 
B)  Ask for the order 
C)  Respond to the objection 
D)  Listen carefully 
E)  Assess the objection

Question 17

Turning a reason not to buy into a recent to buy, reflects the ______________method of handling objections.

Accepted Answer

Translatio

Question 18

Ethan has a testimonial from a highly respected customer that counters the rumor Ethan's company doesn't have a strong research and development department. With which of the following types of objection handling methods is Ethan most likely to use the testimonial?

Accepted Answer

A)  Indirect denial 
B)  Questioning 
C)  Translation 
D)  Compensation 
E)  Reverse Contention Method (RCM) 
A)  Indirect denial 
B)  Questioning 
C)  Translation 
D)  Compensation 
E)  Reverse Contention Method (RCM)

Question 19

__________ is a selling technique in which the salesperson asks the customer directly to buy.

Accepted Answer

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

Question 20

When attempting to understand the objection the buyer is trying to express, the salesperson should:

Accepted Answer

A)  Avoid making assumptions about what the buyer is going to say. 
B)  Engage in active listening. 
C)  Confirm his/her understanding of the objection with the buyer. 
D)  All of the above 
E)  None of the above 
A)  Avoid making assumptions about what the buyer is going to say. 
B)  Engage in active listening. 
C)  Confirm his/her understanding of the objection with the buyer. 
D)  All of the above 
E)  None of the above

One of the reasons (provided the text) that prospects raise objections is "the salesperson has failed to prospect and ______________an properly).

One method for gaining commitment involves the salesperson reviewing with the buyer all of the confirmed benefits.

"Close early and close often" is a good motto for salespeople involved in relational selling.

Before attempting to gain commitment, the salesperson should summarize all the benefits their offer (solution) is capable of producing.

Price objections are the most difficult to overcome.

The _____________ is a selling technique in which a salesperson relates how one of his or her customers had a problem similar to the prospect's and solved it by using the salesperson's product.

__________________ choice is a selling technique in which the salesperson asks the prospect to select from two or more choices during a sales presentation.

LAARC is a tool for helping salespeople ____.

Today's buyers are more likely to be less tolerant of "closing techniques."

A ___________objection is resistance to a product in which a buyer does not like the way the product looks or feels.

"Are you interested in the basic model or would you like the deluxe model?" is an example of which type of technique to earn commitment?

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 first step in the LAARC method for handling resistance is to ___________.

A ___________objection is resistance to a product in which the buyer says that he or she does not need the product.

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

Anthony is salesperson for XYZ Co. and is confronting an objection. The first thing Anthony needs to do is:

Turning a reason not to buy into a recent to buy, reflects the ______________method of handling objections.

Ethan has a testimonial from a highly respected customer that counters the rumor Ethan's company doesn't have a strong research and development department. With which of the following types of objection handling methods is Ethan most likely to use the testimonial?

__________ is a selling technique in which the salesperson asks the customer directly to buy.

When attempting to understand the objection the buyer is trying to express, the 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

One of the reasons (provided the text) that prospects raise objections is "the salesperson has failed to prospect and ______________an properly).

One method for gaining commitment involves the salesperson reviewing with the buyer all of the confirmed benefits.

"Close early and close often" is a good motto for salespeople involved in relational selling.

Before attempting to gain commitment, the salesperson should summarize all the benefits their offer (solution) is capable of producing.

Price objections are the most difficult to overcome.

The _____________ is a selling technique in which a salesperson relates how one of his or her customers had a problem similar to the prospect's and solved it by using the salesperson's product.

__________________ choice is a selling technique in which the salesperson asks the prospect to select from two or more choices during a sales presentation.

LAARC is a tool for helping salespeople ____.

Today's buyers are more likely to be less tolerant of "closing techniques."

A ___________objection is resistance to a product in which a buyer does not like the way the product looks or feels.

"Are you interested in the basic model or would you like the deluxe model?" is an example of which type of technique to earn commitment?

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 first step in the LAARC method for handling resistance is to ___________.

A ___________objection is resistance to a product in which the buyer says that he or she does not need the product.

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

Anthony is salesperson for XYZ Co. and is confronting an objection. The first thing Anthony needs to do is:

Turning a reason not to buy into a recent to buy, reflects the ______________method of handling objections.

Ethan has a testimonial from a highly respected customer that counters the rumor Ethan's company doesn't have a strong research and development department. With which of the following types of objection handling methods is Ethan most likely to use the testimonial?

__________ is a selling technique in which the salesperson asks the customer directly to buy.

When attempting to understand the objection the buyer is trying to express, the 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