Exam 8: Addressing Concerns and Earning Commitment

Katie,a salesperson for Sol Computers,is faced with an objection from one of her prospects.The prospect says that the graphics of the computers do not meet his requirements.Katie listens to the objection and makes it known to her prospect that she has received the message.According to the LAARC method,which of the following should Katie do next?​

The _________ method refers to a response to buyer objections in which the salesperson converts the objection into a reason the prospect should buy.

_________ is a selling technique in which the salesperson asks the customer directly to buy.

Jonathan,a salesperson for a food processor manufacturing company,is selling his company's new juicer to prospective customers.Most of his prospects feel that the juicer is too bulky and is not easy to clean.In this scenario,which of the following types of objections are Jonathan's prospects raising?​

Which of the following types of sales resistance is most commonly used by buyers?​

Using the direct denial method for handling resistance may anger the buyer.

The LAARC (listen,acknowledge,assess,respond,and confirm)method is a customer-oriented way to:​

Alan,a salesperson for Wabbi Industrial Equipment,finds most of his customers express resistance based on the fact that Wabbi'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 that the product provides.Alan is using the _____ method for handling resistance.​

One of the most difficult types of objections to overcome is one based on _____.​

Jeremy is interested in buying ten new cars for his company.He likes a particular car that a salesperson is showing him but expresses concern about the fact that the car's engine is not as powerful as the other cars he was considering.Which of the following best illustrates the salesperson's use of the translation method to handle Jeremy's concern?​

Melissa,a salesperson for a cosmetics company,is selling the company's new range of anti-acne products.While selling to prospective customers,she explains how one of her previous customers was hesitant to buy the product initially but was very happy with the results when she finally gave the product a try.In this scenario,Melissa is using the _____ of earning commitment.​

Ethan has a testimonial from a highly respected customer that counters the rumor that Ethan's company does not 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?​

The statement,"The price is higher than I thought it would be" should be viewed by a salesperson as a _____.​

The _________ technique is a response to buyer objections in which the salesperson uses the opinion or data from a third-party source to help overcome the objection and reinforce the salesperson's points.

Stacey,a salesperson for Zone Technologies,has just heard her prospect make a red light statement.This means that:​

The _________ is a selling technique in which the salesperson summarizes all the major benefits the buyer has confirmed over the course of the sales calls.

The prospect that does not question price,service,warranty,and delivery concerns is probably interested in buying a product or service.

Buyers may raise objections because it is customary to do so.

When a salesperson asks the buyer "Do you see how this product will benefit your organization?" he or she is using a(n)_____.​

A buyer who says "Your company is too small to meet my needs" is expressing a _____.​