Question 1

"Your company is too small to meet my needs" is an example of a(n)______________ objection.

Accepted Answer

Company/So

Question 2

Before attempting to gain commitment, the salesperson should summarize all the benefits their offer (solution)is capable of producing.

Accepted Answer

A) True 
 B)False

Question 3

A rather harsh response that the prospect is wrong, reflects the ____________ ____________ method of handling objections.

Accepted Answer

The answer of A rather harsh response that the prospect...

Question 4

The most common form of buyer resistance is the ___________objection.

Accepted Answer

The answer of The most common form of buyer resistance...

Question 5

Price objections are the most difficult to overcome.

Accepted Answer

A) True 
 B)False

Question 6

A buyer saying "The problem is the specifications do not match what we have now" is expressing which type of objection?

Accepted Answer

A)  Forestalling 
B)  Price 
C)  No need 
D)  Time related 
E)  Product related 
A)  Forestalling 
B)  Price 
C)  No need 
D)  Time related 
E)  Product related

Question 7

"The price is lower than I thought" is an example of a commitment signal.

Accepted Answer

A) True 
 B)False

Question 8

"A maintenance agreement should be included" reflects the expression of a _____________objection.

Accepted Answer

Service (Product)
Pr

Question 9

Alan, a salesperson for ABC Industrial Equipment, finds most of his customers express resistance based on the fact that ABC's delivery time is one week longer than most of its competitors.Alan usually handles that resistance by reviewing with the customers all of the confirmed benefits the product provides.Alan is using the ____ method for handling resistance.

Accepted Answer

A)  Forestalling 
B)  Direct denial 
C)  Translation 
D)  Transition 
E)  Compensation 
A)  Forestalling 
B)  Direct denial 
C)  Translation 
D)  Transition 
E)  Compensation

Question 10

A buyer expressing resistance because he/she is loyal to another supplier is raising which type of objection?

Accepted Answer

A)  Forestalling 
B)  Price 
C)  Company or Source 
D)  Product related 
E)  Service related 
A)  Forestalling 
B)  Price 
C)  Company or Source 
D)  Product related 
E)  Service related

Question 11

A _____________objection is sometimes used by buyers simply to get rid of salespeople so that the buyer does not have to reject the salesperson formally.

Accepted Answer

The answer of A _____________objection is sometimes used by buyers...

Question 12

A salesperson that relates that others actually found their initial opinions to be unfounded is using the ________ - ________ - ________ method of handling objections.

Accepted Answer

The answer of A salesperson that relates that others actually...

Question 13

When attempting to understand the objection the buyer is trying to express, the salesperson should:

Accepted Answer

A)  Avoid making assumptions about what the buyer is going to say. 
B)  Engage in active listening. 
C)  Confirm his/her understanding of the objection with the buyer. 
D)  All of the above 
E)  None of the above 
A)  Avoid making assumptions about what the buyer is going to say. 
B)  Engage in active listening. 
C)  Confirm his/her understanding of the objection with the buyer. 
D)  All of the above 
E)  None of the above

Question 14

Buyers may raise objections because they are resistant to change.

Accepted Answer

A) True 
 B)False

Question 15

_____________objection is resistance to a product in which a buyer puts off the decision to buy until a later date.

Accepted Answer

The answer of _____________objection is resistance to a product in...

Question 16

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 17

Which of the following reasons for objections is most likely to result in a lost sale?

Accepted Answer

A)  The prospect wants to avoid the sales interview 
B)  Objecting is a matter of custom 
C)  The prospect is not a qualified prospect 
D)  The prospect resists change 
E)  The prospect lacks information 
A)  The prospect wants to avoid the sales interview 
B)  Objecting is a matter of custom 
C)  The prospect is not a qualified prospect 
D)  The prospect resists change 
E)  The prospect lacks information

Question 18

Just before moving into the securing commitment and closing stage, a salesperson should ____.

Accepted Answer

A)  Review with the customer all of the product's features and benefits 
B)  Summarize the confirmed benefits 
C)  Disclose the price of the product 
D)  Remind the customer of their concerns 
E)  All of the above are accurate 
A)  Review with the customer all of the product's features and benefits 
B)  Summarize the confirmed benefits 
C)  Disclose the price of the product 
D)  Remind the customer of their concerns 
E)  All of the above are accurate

Question 19

Which of the following is not a common reason why prospects raise objections?

Accepted Answer

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

Question 20

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

Accepted Answer

A)  Direct commitment 
B)  Summary commitment 
C)  Balance sheet commitment 
D)  Alternative choice 
E)  All the above are techniques for earning commitment 
A)  Direct commitment 
B)  Summary commitment 
C)  Balance sheet commitment 
D)  Alternative choice 
E)  All the above are techniques for earning commitment

"Your company is too small to meet my needs" is an example of a(n)______________ objection.

Before attempting to gain commitment, the salesperson should summarize all the benefits their offer (solution)is capable of producing.

A rather harsh response that the prospect is wrong, reflects the method of handling objections.

The most common form of buyer resistance is the ___________objection.

Price objections are the most difficult to overcome.

A buyer saying "The problem is the specifications do not match what we have now" is expressing which type of objection?

"The price is lower than I thought" is an example of a commitment signal.

"A maintenance agreement should be included" reflects the expression of a _____________objection.

A buyer expressing resistance because he/she is loyal to another supplier is raising which type of objection?

A _____________objection is sometimes used by buyers simply to get rid of salespeople so that the buyer does not have to reject the salesperson formally.

A salesperson that relates that others actually found their initial opinions to be unfounded is using the - - method of handling objections.

When attempting to understand the objection the buyer is trying to express, the salesperson should:

Buyers may raise objections because they are resistant to change.

_____________objection is resistance to a product in which a buyer puts off the decision to buy until a later date.

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

Which of the following reasons for objections is most likely to result in a lost sale?

Just before moving into the securing commitment and closing stage, a salesperson should ____.

Which of the following is not a common reason why prospects raise objections?

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

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

"Your company is too small to meet my needs" is an example of a(n)______________ objection.

Before attempting to gain commitment, the salesperson should summarize all the benefits their offer (solution)is capable of producing.

A rather harsh response that the prospect is wrong, reflects the ____________ ____________ method of handling objections.

The most common form of buyer resistance is the ___________objection.

Price objections are the most difficult to overcome.

A buyer saying "The problem is the specifications do not match what we have now" is expressing which type of objection?

"The price is lower than I thought" is an example of a commitment signal.

"A maintenance agreement should be included" reflects the expression of a _____________objection.

A buyer expressing resistance because he/she is loyal to another supplier is raising which type of objection?

A _____________objection is sometimes used by buyers simply to get rid of salespeople so that the buyer does not have to reject the salesperson formally.

A salesperson that relates that others actually found their initial opinions to be unfounded is using the ________ - ________ - ________ method of handling objections.

When attempting to understand the objection the buyer is trying to express, the salesperson should:

Buyers may raise objections because they are resistant to change.

_____________objection is resistance to a product in which a buyer puts off the decision to buy until a later date.

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

Which of the following reasons for objections is most likely to result in a lost sale?

Just before moving into the securing commitment and closing stage, a salesperson should ____.

Which of the following is not a common reason why prospects raise objections?

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

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

A rather harsh response that the prospect is wrong, reflects the method of handling objections.

A salesperson that relates that others actually found their initial opinions to be unfounded is using the - - method of handling objections.