Question 1

If unable to successfully overcome buyer resistance, the salesperson should:

Accepted Answer

A)  Gracefully end the sales call 
B)  Continue moving forward as if the resistance no longer exists 
C)  Remind the prospect that nothing is perfect and then ask again for the sale 
D)  Remind the prospect that nothing is perfect and ask the buyer to disregard the issue causing the resistance 
E)  Ask to speak to someone else in the organization 
A)  Gracefully end the sales call 
B)  Continue moving forward as if the resistance no longer exists 
C)  Remind the prospect that nothing is perfect and then ask again for the sale 
D)  Remind the prospect that nothing is perfect and ask the buyer to disregard the issue causing the resistance 
E)  Ask to speak to someone else in the organization

Question 2

Traditional techniques for gaining commitment are still viewed as effective by most professional buyers today.

Accepted Answer

A) True 
 B)False

Question 3

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 4

Buyers may express resistance before ever talking with the salesperson about solutions and price.

Accepted Answer

A) True 
 B)False

Question 5

The Direct Denial method is probably the safest objection handling method.

Accepted Answer

A) True 
 B)False

Question 6

The Compensation method for handling objections turns a reason not to buy into a reason to buy.

Accepted Answer

A) True 
 B)False

Question 7

"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 8

"Always Be Closing" is a good motto for salespeople involved in relational selling.

Accepted Answer

A) True 
 B)False

Question 9

When dealing with buyer objections, it is a good idea to use the Forestalling method most of the time.

Accepted Answer

A) True 
 B)False

Question 10

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

Accepted Answer

A) True 
 B)False

Question 11

A salesperson asking the buyer "Do you see how this product will benefit your organization?" is using a ____.

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 12

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

Accepted Answer

A)  Direct Commitment 
B)  Translation 
C)  Summary commitment 
D)  Balance sheet commitment 
E)  Alternative choice 
A)  Direct Commitment 
B)  Translation 
C)  Summary commitment 
D)  Balance sheet commitment 
E)  Alternative choice

Question 13

Ramon is salesperson for a technology consulting company and is confronting an objection.Once the buyer has expressed/stated the objection, Ramon should:

Accepted Answer

A)  Continue listening 
B)  Assess the objection 
C)  Acknowledge the objection 
D)  Respond to the objection 
E)  Change the subject of the conversation 
A)  Continue listening 
B)  Assess the objection 
C)  Acknowledge the objection 
D)  Respond to the objection 
E)  Change the subject of the conversation

Question 14

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 15

"How quickly can you deliver the product" is an example of a commitment signal.

Accepted Answer

A) True 
 B)False

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.

Question 17

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 18

According to the LAARC method, once the prospect has expressed and objection, the salesperson should _____________ the objection before assessing it.

Accepted Answer

The answer of According to the LAARC method, once the...

Question 19

When salespeople relate the initial sales resistance and subsequent acceptance and positive outcome experienced by a previous customer in an effort to secure commitment with a current prospect, the salesperson is using the ____________ method of earning commitment.

Accepted Answer

A)  Summary 
B)  Probing 
C)  Success Story 
D)  Translation 
E)  None of the above 
A)  Summary 
B)  Probing 
C)  Success Story 
D)  Translation 
E)  None of the above

Question 20

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

Accepted Answer

Product (Service)
Se

If unable to successfully overcome buyer resistance, the salesperson should:

Traditional techniques for gaining commitment are still viewed as effective by most professional buyers today.

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

Buyers may express resistance before ever talking with the salesperson about solutions and price.

The Direct Denial method is probably the safest objection handling method.

The Compensation method for handling objections turns a reason not to buy into a reason to buy.

"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?

"Always Be Closing" is a good motto for salespeople involved in relational selling.

When dealing with buyer objections, it is a good idea to use the Forestalling method most of the time.

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

A salesperson asking the buyer "Do you see how this product will benefit your organization?" is using a ____.

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

Ramon is salesperson for a technology consulting company and is confronting an objection.Once the buyer has expressed/stated the objection, Ramon should:

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

"How quickly can you deliver the product" is an example of a commitment signal.

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

The most straightforward method for earning commitment is?

According to the LAARC method, once the prospect has expressed and objection, the salesperson should _____________ the objection before assessing it.

When salespeople relate the initial sales resistance and subsequent acceptance and positive outcome experienced by a previous customer in an effort to secure commitment with a current prospect, the salesperson is using the ____________ method of earning commitment.

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

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

If unable to successfully overcome buyer resistance, the salesperson should:

Traditional techniques for gaining commitment are still viewed as effective by most professional buyers today.

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

Buyers may express resistance before ever talking with the salesperson about solutions and price.

The Direct Denial method is probably the safest objection handling method.

The Compensation method for handling objections turns a reason not to buy into a reason to buy.

"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?

"Always Be Closing" is a good motto for salespeople involved in relational selling.

When dealing with buyer objections, it is a good idea to use the Forestalling method most of the time.

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

A salesperson asking the buyer "Do you see how this product will benefit your organization?" is using a ____.

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

Ramon is salesperson for a technology consulting company and is confronting an objection.Once the buyer has expressed/stated the objection, Ramon should:

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

"How quickly can you deliver the product" is an example of a commitment signal.

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

The most straightforward method for earning commitment is?

According to the LAARC method, once the prospect has expressed and objection, the salesperson should _____________ the objection before assessing it.

When salespeople relate the initial sales resistance and subsequent acceptance and positive outcome experienced by a previous customer in an effort to secure commitment with a current prospect, the salesperson is using the ____________ method of earning commitment.

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

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