Exam 8: Addressing Concerns and Earning Commitment

Jennifer, a salesperson for ABC Industrial Equipment, likes to address certain known sources of buyer resistance before the buyer brings them up.Jennifer is using the ____ method of handling resistance.

"Your prices are too high" is probably the most common type of objection.

Closing and gaining commitment are synonymous.

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

Time objections are often used by the buyer as stall tactics.

The summary commitment method requires the salesperson to summarize all the benefits his/her product is capable of providing.

LAARC is an acronym for _____________, _____________, _____________, and _____________ that describes an effective process for salespeople to follow to overcome sales resistance.

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

The salesperson initiates trial commitments.

"Your price is not different enough to change the suppliers" reflects the expression of a ___________objection.

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?

According to the LAARC method, once the salesperson has acknowledged an objection, he or she should _____________ the objection before responding to it.

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

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

When presenting solutions, Chris (a salesperson)often has to handle buyer resistance. Chris should think of buyer resistance as a(n)___________ event.

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

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

A buyer saying "The price is higher than I thought it would be" should be viewed by the salesperson as a(n)____.

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

If a customer is wrong about something when expressing resistance, the salesperson should consider using the Indirect Denial method before considering the Direct Denial method.