Exam 10: Responding to Objections

When a buyer asked the price of a particular model of meat slicer,the company's salesperson said,"If you don't mind,we can discuss that later,after I show you how this slicer can handle everything from steaks to onions." In this scenario,the salesperson was using the _____ method to respond to the buyer's objection.

Free

(Multiple Choice)

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Question 1

Correct Answer:

Verified

If Augusta does not build the value of her product in her prospect's mind to the point where it is greater than the price asked,there will be no sale.

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(True/False)

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Question 2

Correct Answer:

Verified

True

One common method for dealing with a prospect's objections is the acknowledge method.What are the conditions for using this method?

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(Essay)

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Question 3

Correct Answer:

Verified

At times,a buyer voices opinions or concerns more to vent frustration than anything else.When this occurs,the best strategy may be to use the acknowledge method,also called the pass-up method.A salesperson can use the acknowledge method by simply agreeing with the prospect and then moving on,which suggests to the buyer that the concern really should not be much of an issue.However,the acknowledge method should not be used if the objection raised is factually false.Also,it should not be used if the salesperson,through probing,can help clarify the buyer's thinking on the topic.Experience is the key to making such a determination.In general,though,the acknowledge method should be used sparingly.

When a prospect asked how quickly the replacement part for a wood laminating machine could be delivered in the event of a part failure,the salesperson said,"Before we discuss replacement parts,let me explain to you how my company's machine reduces waste to a minimum and still produces beautiful laminations." What method for handling an objection was used in this example?

(Multiple Choice)

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Question 4

If a salesperson uses the postpone method of responding to an objection and the prospect obstinately insists on an answer right at the time,the salesperson should:

(Multiple Choice)

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Question 5

Dana sells a particular brand of ionomer resins,which are used in the packaging of meats.As she was making her sales presentation to the purchasing agent of a meat distributor,he said,"I sure do wish people would get over this idea that they only have to eat chicken.Good beef is getting harder and harder to find." Dana responded,"I enjoy a good steak myself." She paused briefly and then asked,"But,did you know that this product can cut your packaging rejects in half?" In this scenario,Dana used the _____ method to respond to the objection.

(Multiple Choice)

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Question 6

How can a salesperson separate excuses from objections?

(Essay)

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Question 7

While a salesperson was trying to sell a new textbook,a professor began to complain about the rising cost of textbooks.The salesperson responded,"Yeah,it's not cheap to get quality education these days." Then,after a pause,the salesperson continued,"Say,did I tell you who wrote the test bank that comes with this book?" Which method did the salesperson use to deal with the objection?

(Multiple Choice)

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Question 8

If a prospect legitimately offers the "no money" objection,the salesperson should give up trying to sell to him or her.

(True/False)

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Question 9

The Interface carpet salesperson knew his prospect would be skeptical about whether a carpet made from corn could be as soft and pliable as a carpet made from nylon,so he brought both types of carpet to the sale and let the buyer examine them closely.What was the carpet salesperson doing when he invited the buyer to look at the carpet before actually beginning his sales presentation?

(Essay)

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Question 10

Selling a new and different good,service,or idea is called:

(Multiple Choice)

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Question 11

Rhonda is suspicious about Adam's statement that his company cannot afford her product.Her latest research on the firm suggests that not only do they need the new piece of equipment but also that financing can be obtained from a local bank.In fact,something about the tone of his voice makes her believe that this was just a(n)_____ to hide his real objection to buying.

(Multiple Choice)

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Question 12

Which of the following is an important feature of the indirect denial method of responding to objections?

(Multiple Choice)

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Question 13

When responding to a buyer's objection,a salesperson should:

(Multiple Choice)

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Question 14

"You'll notice the trimming machine requires workers to pull two levers at the same time.Although this may appear inconvenient,it ensures that the workers' hands will not be caught in the blades." In this example,the salesperson is _____ an objection regarding the extra effort required to use the trimming machine.

(Multiple Choice)

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Question 15

Which of the following methods of handling a prospect's objection is only appropriate when the prospect's statement is blatantly untrue?

(Multiple Choice)

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Question 16

A(n)_____ is a concern or a question raised by a buyer.

(Multiple Choice)

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Question 17

The worst type of objection is the one a buyer refuses to disclose because a hidden objection cannot be dealt with.

(True/False)

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Question 18

Salespeople should use the postponement method when a prospect is blowing off steam and does not have a valid objection.

(True/False)

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Question 19

Prospects never object to setting the appointment times or dates that salespeople request to introduce products,especially when the products are unfamiliar.

(True/False)

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Question 20

Showing 1 - 20 of 100

If Augusta does not build the value of her product in her prospect's mind to the point where it is greater than the price asked,there will be no sale.

One common method for dealing with a prospect's objections is the acknowledge method.What are the conditions for using this method?

If a salesperson uses the postpone method of responding to an objection and the prospect obstinately insists on an answer right at the time,the salesperson should:

How can a salesperson separate excuses from objections?

If a prospect legitimately offers the "no money" objection,the salesperson should give up trying to sell to him or her.

Selling a new and different good,service,or idea is called:

Which of the following is an important feature of the indirect denial method of responding to objections?

When responding to a buyer's objection,a salesperson should:

Which of the following methods of handling a prospect's objection is only appropriate when the prospect's statement is blatantly untrue?

A(n)_____ is a concern or a question raised by a buyer.

The worst type of objection is the one a buyer refuses to disclose because a hidden objection cannot be dealt with.

Salespeople should use the postponement method when a prospect is blowing off steam and does not have a valid objection.

Prospects never object to setting the appointment times or dates that salespeople request to introduce products,especially when the products are unfamiliar.

Selling and Salespeople

Ethical and Legal Issues in Selling

Buying Behavior and the Buying Process

Using Communication Principles to Build Relationships

Adaptive Selling for Relationship Building

Prospecting

Planning the Sales Call

Making the Sales Call

Strengthening the Presentation

Obtaining Commitment

Formal Negotiating

Building Partnering Relationships

Building Long-Term Partnerships

Managing Your Time and Territory

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