Question 1

Relative to the Direct Denial method, Indirect Denial is generally a less risky method of handling resistance.

Accepted Answer

A) True 
 B)False

Question 2

In the LAARC process for handling buyer resistance, the first A stands for?

Accepted Answer

A)  Assess 
B)  Acknowledge 
C)  Address 
D)  Anticipate 
E)  Assign 
A)  Assess 
B)  Acknowledge 
C)  Address 
D)  Anticipate 
E)  Assign

Question 3

LAARC is an acronym for ____.

Accepted Answer

A)  Listen, acknowledge, assess, respond, confirm 
B)  Listen, assess, acknowledge, respond, confirm 
C)  Listen, ask, reply, confirm 
D)  Listen, ask, reply, consider 
E)  None of the above 
A)  Listen, acknowledge, assess, respond, confirm 
B)  Listen, assess, acknowledge, respond, confirm 
C)  Listen, ask, reply, confirm 
D)  Listen, ask, reply, consider 
E)  None of the above

Question 4

Turning a reason not to buy into a recent to buy, reflects the ______________method of handling objections.

Accepted Answer

TrAnswerlation (Boom

Question 5

Mike is a sales rep for an industrial equipment company.Mike can expect sales resistance when ____.

Accepted Answer

A)  The buyer wants to avoid the sales interview 
B)  The prospect lacks information. 
C)  The buyer simply resists change 
D)  The he has failed to prospect properly. 
E)  All of the above are correct. 
A)  The buyer wants to avoid the sales interview 
B)  The prospect lacks information. 
C)  The buyer simply resists change 
D)  The he has failed to prospect properly. 
E)  All of the above are correct.

Question 6

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 7

The ____________ is a selling technique in which a salesperson asks the prospect to brainstorm reasons on paper of why to buy and why not to buy.

Accepted Answer

The answer of The ____________ is a selling technique in...

Question 8

The first step in the LAARC method for handling resistance is to ___________.

Accepted Answer

The answer of The first step in the LAARC method...

Question 9

_____________ objection is resistance to a product based on the price of the product being too high for the buyer.

Accepted Answer

The answer of _____________ objection is resistance to a product...

Question 10

______________ objection is resistance to a product that results when a buyer has never heard of or is not familiar with the products company.

Accepted Answer

Company/So

Question 11

The _____________ ____________ ____________ is a selling technique in which a salesperson relates how one of his or her customers had a problem similar to the prospect's and solved it by using the salesperson's product.

Accepted Answer

Success St

Question 12

A salesperson's ability to qualify prospects will often have an effect on the types of resistance the salesperson will face.

Accepted Answer

A) True 
 B)False

Question 13

Which of the following best describes buyer resistance?

Accepted Answer

A)  Price is too high 
B)  Anything the prospect says or does that slows down the buying process 
C)  Anytime the prospect says "no" 
D)  An emotional state brought on through miscommunication. 
E)  An emotional state brought on through misunderstanding 
A)  Price is too high 
B)  Anything the prospect says or does that slows down the buying process 
C)  Anytime the prospect says "no" 
D)  An emotional state brought on through miscommunication. 
E)  An emotional state brought on through misunderstanding

Question 14

A salesperson attempting to soften the blow in correcting the prospects information is using the ____________ ____________ method of handling objections..

Accepted Answer

The answer of A salesperson attempting to soften the blow...

Question 15

A buyer's resistance based on his or her loyalty to another supplier is generally easy to overcome.

Accepted Answer

A) True 
 B)False

Question 16

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

Accepted Answer

A) True 
 B)False

Question 17

Becca is a salesperson for a payroll processing company. Becca has found that her prospects provide at least two objections even when they know they are going to make a purchase. Which of the following best explains why her prospects object?

Accepted Answer

A)  The prospect wants to avoid the sales interview 
B)  Objecting is a matter of custom 
C)  The prospects fails to recognize the need 
D)  The prospects lacks information 
E)  All of the above are common reasons why prospects raise objections. 
A)  The prospect wants to avoid the sales interview 
B)  Objecting is a matter of custom 
C)  The prospects fails to recognize the need 
D)  The prospects lacks information 
E)  All of the above are common reasons why prospects raise objections.

Question 18

It is not uncommon for inexperienced salespeople to lose a sale because they are afraid to ask for the order.

Accepted Answer

A) True 
 B)False

Question 19

What should the salesperson do once he/she has answered all the buyer's questions and has resolved resistance issues that have come up during the presentation?

Accepted Answer

A)  Ask the buyer to make a purchase 
B)  Summarize the pertinent buying signals 
C)  Check to make sure all needs have been addressed 
D)  Attempt to get another appointment with the buyer 
E)  None of the above 
A)  Ask the buyer to make a purchase 
B)  Summarize the pertinent buying signals 
C)  Check to make sure all needs have been addressed 
D)  Attempt to get another appointment with the buyer 
E)  None of the above

Question 20

Anthony is salesperson for XYZ Co.and is confronting an objection.The first thing Anthony needs to do is:

Accepted Answer

A)  Forestall 
B)  Ask for the order 
C)  Respond to the objection 
D)  Listen carefully 
E)  Assess the objection 
A)  Forestall 
B)  Ask for the order 
C)  Respond to the objection 
D)  Listen carefully 
E)  Assess the objection

Relative to the Direct Denial method, Indirect Denial is generally a less risky method of handling resistance.

In the LAARC process for handling buyer resistance, the first A stands for?

LAARC is an acronym for ____.

Turning a reason not to buy into a recent to buy, reflects the ______________method of handling objections.

Mike is a sales rep for an industrial equipment company.Mike can expect sales resistance when ____.

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

The ____________ is a selling technique in which a salesperson asks the prospect to brainstorm reasons on paper of why to buy and why not to buy.

The first step in the LAARC method for handling resistance is to ___________.

_____________ objection is resistance to a product based on the price of the product being too high for the buyer.

______________ objection is resistance to a product that results when a buyer has never heard of or is not familiar with the products company.

The _ is a selling technique in which a salesperson relates how one of his or her customers had a problem similar to the prospect's and solved it by using the salesperson's product.

A salesperson's ability to qualify prospects will often have an effect on the types of resistance the salesperson will face.

Which of the following best describes buyer resistance?

A salesperson attempting to soften the blow in correcting the prospects information is using the method of handling objections..

A buyer's resistance based on his or her loyalty to another supplier is generally easy to overcome.

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

Becca is a salesperson for a payroll processing company. Becca has found that her prospects provide at least two objections even when they know they are going to make a purchase. Which of the following best explains why her prospects object?

It is not uncommon for inexperienced salespeople to lose a sale because they are afraid to ask for the order.

What should the salesperson do once he/she has answered all the buyer's questions and has resolved resistance issues that have come up during the presentation?

Anthony is salesperson for XYZ Co.and is confronting an objection.The first thing Anthony needs to do is:

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

Relative to the Direct Denial method, Indirect Denial is generally a less risky method of handling resistance.

In the LAARC process for handling buyer resistance, the first A stands for?

LAARC is an acronym for ____.

Turning a reason not to buy into a recent to buy, reflects the ______________method of handling objections.

Mike is a sales rep for an industrial equipment company.Mike can expect sales resistance when ____.

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

The ____________ is a selling technique in which a salesperson asks the prospect to brainstorm reasons on paper of why to buy and why not to buy.

The first step in the LAARC method for handling resistance is to ___________.

_____________ objection is resistance to a product based on the price of the product being too high for the buyer.

______________ objection is resistance to a product that results when a buyer has never heard of or is not familiar with the products company.

The _____________ ____________ ____________ is a selling technique in which a salesperson relates how one of his or her customers had a problem similar to the prospect's and solved it by using the salesperson's product.

A salesperson's ability to qualify prospects will often have an effect on the types of resistance the salesperson will face.

Which of the following best describes buyer resistance?

A salesperson attempting to soften the blow in correcting the prospects information is using the ____________ ____________ method of handling objections..

A buyer's resistance based on his or her loyalty to another supplier is generally easy to overcome.

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

Becca is a salesperson for a payroll processing company. Becca has found that her prospects provide at least two objections even when they know they are going to make a purchase. Which of the following best explains why her prospects object?

It is not uncommon for inexperienced salespeople to lose a sale because they are afraid to ask for the order.

What should the salesperson do once he/she has answered all the buyer's questions and has resolved resistance issues that have come up during the presentation?

Anthony is salesperson for XYZ Co.and is confronting an objection.The first thing Anthony needs to do is:

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

The _ is a selling technique in which a salesperson relates how one of his or her customers had a problem similar to the prospect's and solved it by using the salesperson's product.

A salesperson attempting to soften the blow in correcting the prospects information is using the method of handling objections..