Exam 10: Responding to Objections

It is better to have a prospect say,"No thanks," rather than voice his or her concerns during a presentation as this allows the salesperson to move on to other potential customers.

Which of the following would be best classified as an objection to the features of a good or service a salesperson is selling?

The acknowledge method of responding to objections should not be used if a salesperson,through probing,can understand the buyer's thinking on the topic.

Which of the following is a danger posed by the postpone method of responding to objections?

The boomerang method of responding to objections is appropriate only when an objection is blatantly inaccurate and potentially devastating to the presentation.

A salesperson using the _____ method of responding to objections acknowledges that an objection is valid and proceeds to offer some offsetting advantages of the good or service being sold.

When using the revisit method of responding to objections,a salesperson responds to the buyer's objection at a later time during the presentation.

A prospect said,"No shoe company can provide shoes for every member of my crew.One of my crew members wears a size 5 narrow and another,who is 6'4",has extremely huge feet.Hearing this,the salesperson responded,"I know different individuals can have varying shoe size ranges and that's exactly why you need to buy Red Wing shoes.We have several styles of work boots in every size imaginable." What method for handling objections did the salesperson use?

Which of the following is very important when a salesperson attempts to obtain commitment during a sales call?

Alex,an employee of a radio station in San Francisco,sells advertising time to interested clients.While talking to a local retailer,Alex is told,"Your station's advertising time costs three times as much as the other radio stations." Alex responds,"If you look carefully at our rate card,you will see that the costs you refer to are only for prime time advertising.The rest of our rates are just as reasonable as the other stations,and we have twice as many listeners." Alex is using the _____ method to respond to a buyer's objections.

Probing techniques can be either verbal or nonverbal.

Which of the following is an example of an objection related to time?

Which of the following is true of the direct denial method of responding to an objection?

Buyers who object to get more information are usually least interested,and the possibility of obtaining commitment is not good.

Identify a true statement about the method of forestalling objections by a salesperson.

Michael has just been hired as the sales manager for Blackbeard,a new software company selling customized accounting systems for nonprofit organizations.He is trying to anticipate objections customers will have toward his company's products.Explain the five major types of objections he should anticipate.

Which of the following is an objection related to a product?

Objections during a presentation show the prospect is paying attention.

Responding to objections when selling to groups requires special attention.What strategies should be used to address objections in a group sales presentation?

Discuss the importance of forestalling as a strategy.