Exam 8: Addressing Concerns and Earning Commitment

The statement "I'm concerned that if we ever have trouble with a copier we have bought from your company,you won't service it in a timely fashion" is an example of a product objection.

(True/False)

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Question 21

Claire is a salesperson for a pharmaceutical company.During sales calls,she often hears the statement,"Give me a couple of weeks to think it over." This statement is an example of a _____.

(Multiple Choice)

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Question 22

When preparing for sales resistance,salespeople should remember that:

(Multiple Choice)

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Question 23

A salesperson attempting to soften the blow in correcting the prospect's information is using the _________ method of handling objections.

(Short Answer)

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Question 24

Most salespeople feel the price objection is an attempt by the buyer to get the salesperson to lower his or her price.

(True/False)

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Question 25

Sales resistance is not a normal part of the sales process.

(True/False)

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Question 26

In the early days of sales,buyers and sellers were not always truthful with each other,and manipulation was the norm.

(True/False)

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Question 27

When dealing with buyer objections,it is always a good idea to use the forestalling method of responding to buyer objections.

(True/False)

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Question 28

Tracy is a salesperson for Zorc Computers and is having trouble getting sales.Her customers consistently bring up need objections,and she is rarely able to overcome them.In this scenario,chances are Tracy:

(Multiple Choice)

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Question 29

Ramon is salesperson for a car manufacturing company.One of his prospects raises an objection,saying that the car is too expensive.Ramon listens to the objection carefully.According to the LAARC method,once Ramon has listened to the customer express his or her objection,he should:

(Multiple Choice)

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Question 30

When Andy hears a customer say "I need something a lot cheaper," he knows that a product objection is being raised.

(True/False)

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Question 31

A buyer expressing resistance because he or she is loyal to another supplier is raising a _____.

(Multiple Choice)

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Question 32

The assumptive close method for gaining commitment makes the assumption that the buyer wants to make a purchase.

(True/False)

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Question 33

A(n)_________ is resistance to a product in which a buyer does not like the way the product looks or feels.

(Short Answer)

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Question 34

A straightforward method for earning commitment is the _____.

(Multiple Choice)

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Question 35

_________ refers to a response to buyer objections in which the salesperson answers the objection during the presentation before the buyer has a chance to ask it.

(Short Answer)

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Question 36

Jennifer,a salesperson for Wog Industrial Equipment,likes to address certain known sources of buyer resistance before the buyer brings them up.In this scenario,Jennifer uses the _____ method of handling resistance.

(Multiple Choice)

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Question 37

Which of the following best describes sales resistance?

(Multiple Choice)

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Question 38

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

(Multiple Choice)

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Question 39

Anthony is a salesperson for Xaim Chemicals and is faced with an objection raised by a buyer.According to the LAARC method,the first thing Anthony needs to do is:

(Multiple Choice)

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Question 40

Showing 21 - 40 of 53

The statement "I'm concerned that if we ever have trouble with a copier we have bought from your company,you won't service it in a timely fashion" is an example of a product objection.

Claire is a salesperson for a pharmaceutical company.During sales calls,she often hears the statement,"Give me a couple of weeks to think it over." This statement is an example of a _____.

When preparing for sales resistance,salespeople should remember that:

A salesperson attempting to soften the blow in correcting the prospect's information is using the _________ method of handling objections.

Most salespeople feel the price objection is an attempt by the buyer to get the salesperson to lower his or her price.

Sales resistance is not a normal part of the sales process.

In the early days of sales,buyers and sellers were not always truthful with each other,and manipulation was the norm.

When dealing with buyer objections,it is always a good idea to use the forestalling method of responding to buyer objections.

Tracy is a salesperson for Zorc Computers and is having trouble getting sales.Her customers consistently bring up need objections,and she is rarely able to overcome them.In this scenario,chances are Tracy:

Ramon is salesperson for a car manufacturing company.One of his prospects raises an objection,saying that the car is too expensive.Ramon listens to the objection carefully.According to the LAARC method,once Ramon has listened to the customer express his or her objection,he should:

When Andy hears a customer say "I need something a lot cheaper," he knows that a product objection is being raised.

A buyer expressing resistance because he or she is loyal to another supplier is raising a _____.

The assumptive close method for gaining commitment makes the assumption that the buyer wants to make a purchase.

A(n)_________ is resistance to a product in which a buyer does not like the way the product looks or feels.

A straightforward method for earning commitment is the _____.

_________ refers to a response to buyer objections in which the salesperson answers the objection during the presentation before the buyer has a chance to ask it.

Jennifer,a salesperson for Wog Industrial Equipment,likes to address certain known sources of buyer resistance before the buyer brings them up.In this scenario,Jennifer uses the _____ method of handling resistance.

Which of the following best describes sales resistance?

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

Anthony is a salesperson for Xaim Chemicals and is faced with an objection raised by a buyer.According to the LAARC method,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 Communication Value

Expanding Customer Relationships

Adding Value: Self-Leadership and Teamwork

Filters

Exam 8: Addressing Concerns and Earning Commitment

The statement "I'm concerned that if we ever have trouble with a copier we have bought from your company,you won't service it in a timely fashion" is an example of a product objection.

Claire is a salesperson for a pharmaceutical company.During sales calls,she often hears the statement,"Give me a couple of weeks to think it over." This statement is an example of a _____.​

When preparing for sales resistance,salespeople should remember that:​

A salesperson attempting to soften the blow in correcting the prospect's information is using the _________ method of handling objections.

Most salespeople feel the price objection is an attempt by the buyer to get the salesperson to lower his or her price.

Sales resistance is not a normal part of the sales process.

In the early days of sales,buyers and sellers were not always truthful with each other,and manipulation was the norm.

When dealing with buyer objections,it is always a good idea to use the forestalling method of responding to buyer objections.

Tracy is a salesperson for Zorc Computers and is having trouble getting sales.Her customers consistently bring up need objections,and she is rarely able to overcome them.In this scenario,chances are Tracy:​

Ramon is salesperson for a car manufacturing company.One of his prospects raises an objection,saying that the car is too expensive.Ramon listens to the objection carefully.According to the LAARC method,once Ramon has listened to the customer express his or her objection,he should:​

When Andy hears a customer say "I need something a lot cheaper," he knows that a product objection is being raised.

A buyer expressing resistance because he or she is loyal to another supplier is raising a _____.​

The assumptive close method for gaining commitment makes the assumption that the buyer wants to make a purchase.​

A(n)_________ is resistance to a product in which a buyer does not like the way the product looks or feels.

A straightforward method for earning commitment is the _____.​

_________ refers to a response to buyer objections in which the salesperson answers the objection during the presentation before the buyer has a chance to ask it.

Jennifer,a salesperson for Wog Industrial Equipment,likes to address certain known sources of buyer resistance before the buyer brings them up.In this scenario,Jennifer uses the _____ method of handling resistance.​

Which of the following best describes sales resistance?​

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

Anthony is a salesperson for Xaim Chemicals and is faced with an objection raised by a buyer.According to the LAARC method,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 Communication Value

Expanding Customer Relationships

Adding Value: Self-Leadership and Teamwork

Filters

Claire is a salesperson for a pharmaceutical company.During sales calls,she often hears the statement,"Give me a couple of weeks to think it over." This statement is an example of a _____.

When preparing for sales resistance,salespeople should remember that:

Tracy is a salesperson for Zorc Computers and is having trouble getting sales.Her customers consistently bring up need objections,and she is rarely able to overcome them.In this scenario,chances are Tracy:

Ramon is salesperson for a car manufacturing company.One of his prospects raises an objection,saying that the car is too expensive.Ramon listens to the objection carefully.According to the LAARC method,once Ramon has listened to the customer express his or her objection,he should:

A buyer expressing resistance because he or she is loyal to another supplier is raising a _____.

The assumptive close method for gaining commitment makes the assumption that the buyer wants to make a purchase.

A straightforward method for earning commitment is the _____.

Jennifer,a salesperson for Wog Industrial Equipment,likes to address certain known sources of buyer resistance before the buyer brings them up.In this scenario,Jennifer uses the _____ method of handling resistance.

Which of the following best describes sales resistance?

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

Anthony is a salesperson for Xaim Chemicals and is faced with an objection raised by a buyer.According to the LAARC method,the first thing Anthony needs to do is: