Question 1

A buyer saying "The price is lower than I thought it would be" is communicating a(n) ____.

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 2

Buyers may raise objections because it is customary to do so.

Accepted Answer

A) True 
 B)False

Question 3

A buyer who says "We have a better offer from your competitor" is likely expressing a(n) ____ objection.

Accepted Answer

A)  Price 
B)  Time 
C)  Source 
D)  Need 
E)  Product 
A)  Price 
B)  Time 
C)  Source 
D)  Need 
E)  Product

Question 4

When preparing for sales resistance, salespeople should remember ____.

Accepted Answer

A)  Sales resistance should be treated like a question 
B)  Sales resistance is normal part of the sales process 
C)  Sales resistance usually reflects interest in the product 
D)  Sales resistance means the buyer is at least somewhat involved in the presentation 
E)  All of the above 
A)  Sales resistance should be treated like a question 
B)  Sales resistance is normal part of the sales process 
C)  Sales resistance usually reflects interest in the product 
D)  Sales resistance means the buyer is at least somewhat involved in the presentation 
E)  All of the above

Question 5

Tracy is a salesperson for XYZ Computer Co. and is having trouble getting sales. Her customers consistently bring up need objections and she is rarely able to overcome them. Chances are Tracy ___________________.

Accepted Answer

A)  Needs to improve her prospecting and qualifying skills 
B)  Isn't spending enough time presenting the different features and benefits of her products 
C)  Needs to find a way to lower the price of her products 
D)  Just doesn't know the product well enough to sell it 
E)  Is working with customers who simply don't know what they need 
A)  Needs to improve her prospecting and qualifying skills 
B)  Isn't spending enough time presenting the different features and benefits of her products 
C)  Needs to find a way to lower the price of her products 
D)  Just doesn't know the product well enough to sell it 
E)  Is working with customers who simply don't know what they need

Question 6

The "standing-room-only" close is an effective relationship-building earning commitment technique.

Accepted Answer

A) True 
 B)False

Question 7

_____________ refers to a response to buyer objections in which the salesperson answers the objection during the presentation before the buyer has a chance to ask it.

Accepted Answer

The answer of _____________ refers to a response to buyer...

Question 8

"The equipment I have is still good" reflects the expression of a _____________objection.

Accepted Answer

The answer of "The equipment I have is still good"...

Question 9

The most straightforward method for earning commitment is?

Accepted Answer

A)  Assumptive Close 
B)  Minor-Points Close 
C)  T-Account Method 
D)  Success Story 
E)  Direct Commitment 
A)  Assumptive Close 
B)  Minor-Points Close 
C)  T-Account Method 
D)  Success Story 
E)  Direct Commitment

Question 10

"I'm concerned that if we ever have trouble with a copier we buy from your company, you won't service it in a timely fashion" is an example of a product objection.

Accepted Answer

A) True 
 B)False

Question 11

Sales resistance is not a normal part of the sales process.

Accepted Answer

A) True 
 B)False

Question 12

Red light statements made by the buyer indicate minor resistance and should be all but ignored by the salesperson.

Accepted Answer

A) True 
 B)False

Question 13

When salespeople relate the initial sales resistance and subsequent acceptance and positive outcome experienced by a previous customer in an effort overcome sales resistance with a current customer, they are using which method of responding to objections?

Accepted Answer

A)  Direct denial 
B)  Indirect denial 
C)  Feel-Felt-Found 
D)  Translation 
E)  None of the above 
A)  Direct denial 
B)  Indirect denial 
C)  Feel-Felt-Found 
D)  Translation 
E)  None of the above

Question 14

Questions asked by the salesperson designed to elicit how far along the prospect is in his/her decision making 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 15

"Would you like to place an order today?" 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 16

Acknowledging a buyer's expressed concern is important because doing so ____.

Accepted Answer

A)  Demonstrates understanding 
B)  Gives the salesperson time to begin assessing the resistance 
C)  Paves the way for telling the customer he or she is wrong 
D)  Both A and B 
E)  None of the above is correct. 
A)  Demonstrates understanding 
B)  Gives the salesperson time to begin assessing the resistance 
C)  Paves the way for telling the customer he or she is wrong 
D)  Both A and B 
E)  None of the above is correct.

A buyer saying "The price is lower than I thought it would be" is communicating a(n) ____.

Buyers may raise objections because it is customary to do so.

A buyer who says "We have a better offer from your competitor" is likely expressing a(n) ____ objection.

When preparing for sales resistance, salespeople should remember ____.

Tracy is a salesperson for XYZ Computer Co. and is having trouble getting sales. Her customers consistently bring up need objections and she is rarely able to overcome them. Chances are Tracy ___________________.

The "standing-room-only" close is an effective relationship-building earning commitment technique.

_____________ refers to a response to buyer objections in which the salesperson answers the objection during the presentation before the buyer has a chance to ask it.

"The equipment I have is still good" reflects the expression of a _____________objection.

The most straightforward method for earning commitment is?

"I'm concerned that if we ever have trouble with a copier we buy from your company, you won't service it in a timely fashion" is an example of a product objection.

Sales resistance is not a normal part of the sales process.

Red light statements made by the buyer indicate minor resistance and should be all but ignored by the salesperson.

When salespeople relate the initial sales resistance and subsequent acceptance and positive outcome experienced by a previous customer in an effort overcome sales resistance with a current customer, they are using which method of responding to objections?

Questions asked by the salesperson designed to elicit how far along the prospect is in his/her decision making are called ____.

"Would you like to place an order today?" is an example of which type of technique to earn commitment?

Acknowledging a buyer's expressed concern is important because doing so ____.

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 saying "The price is lower than I thought it would be" is communicating a(n) ____.

Buyers may raise objections because it is customary to do so.

A buyer who says "We have a better offer from your competitor" is likely expressing a(n) ____ objection.

When preparing for sales resistance, salespeople should remember ____.

Tracy is a salesperson for XYZ Computer Co. and is having trouble getting sales. Her customers consistently bring up need objections and she is rarely able to overcome them. Chances are Tracy ___________________.

The "standing-room-only" close is an effective relationship-building earning commitment technique.

_____________ refers to a response to buyer objections in which the salesperson answers the objection during the presentation before the buyer has a chance to ask it.

"The equipment I have is still good" reflects the expression of a _____________objection.

The most straightforward method for earning commitment is?

"I'm concerned that if we ever have trouble with a copier we buy from your company, you won't service it in a timely fashion" is an example of a product objection.

Sales resistance is not a normal part of the sales process.

Red light statements made by the buyer indicate minor resistance and should be all but ignored by the salesperson.

When salespeople relate the initial sales resistance and subsequent acceptance and positive outcome experienced by a previous customer in an effort overcome sales resistance with a current customer, they are using which method of responding to objections?

Questions asked by the salesperson designed to elicit how far along the prospect is in his/her decision making are called ____.

"Would you like to place an order today?" is an example of which type of technique to earn commitment?

Acknowledging a buyer's expressed concern is important because doing so ____.

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