Exam 8: Addressing Concerns and Earning Commitment

Sebastian plans to repaint his house for Christmas. He goes to a paint store and picks up two inexpensive tins of yellow paint. The salesperson at the store, however, tells Sebastian to buy the more expensive paint available at the store and warns Sebastian that if he does not buy the more expensive paint, he is bound to encounter the problem of dampness, ugly stains, and paint peeling sooner or later. He also tells Sebastian that these problems will cost him his savings. In this scenario, the salesperson is most likely using the _____ to earn commitment.

Research has shown that traditional techniques of earning commitment, such as standing-room-only close and fear close, are considered professional by most buyers.

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

Which of the following is true of the perception that people had about sales resistance in the earlier times?

Which of the following takes place when a salesperson does not prospect or qualify properly?

Rupert, a salesperson for an agricultural equipment manufacturing company, makes a sales presentation for one of his prospects. Halfway through the sales presentation, while Rupert is still discussing the benefits of a particular tool, the prospect picks up the tool and begins to study it intently. The prospect looks at it from different angles and tests its weight. In this case, Rupert should take this nonverbal act of the prospect as a _____.

The question "How do I know you'll meet our delivery requirements?" is an example of a need objection.

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

While preparing to handle objections from buyers, salespeople should remember that:

Franby & Sons, a food processing company, landed into legal trouble for engaging in some fraudulent activities such as land encroachment and bribery. This news was widely circulated in the media, and the matter turned into a high-profile case. Although the case was subsequently settled out of court, the company's sales faced a severe drop after the debacle. Based on the given information, which of the following sales objections is Franby & Sons most likely to face from its prospects?

Tracy is a salesperson for Zorc Computers and is having trouble making sales. Her customers consistently bring up need objections, and she is rarely able to overcome them. In this scenario, it is most likely that Tracy:

Jennifer, a salesperson for Westerby Industrial Equipment, likes to address certain buyer objections before a buyer brings them up. In this scenario, Jennifer most likely uses the _____ method of handling resistance.

In the boomerang method of overcoming sales objections, a salesperson responds to buyer objections by taking a softer, more tactful approach when correcting a prospect or customer's information.

A traditional method of earning commitment is the _____.

Anastasia, a salesperson in a hardware manufacturing company, makes a sales pitch to the representatives of a tractor manufacturing company. She receives a reply from one of the representatives stating that they do not want to commit to buying until they have had a word with their chief engineer and the operations department. In this case, Anastasia faces a _____.

The _____ is a selling technique in which a salesperson asks a customer to buy in a forthright manner.

During a sales presentation, when a buyer says, "The problem is that the specifications do not match what we have now," he or she is most likely expressing a _____.

When a prospect objects because of customary reasons, a salesperson should:

Molly, a salesperson for an electronics company, completes a sales presentation with a buyer and then immediately places an order form before the buyer. She takes it for granted that the buyer has already made a purchase decision based on her presentation. In this scenario, Molly most likely uses the _____.

In the LAARC method of overcoming sales resistance, after a salesperson responds to a buyer's resistance based on the understanding of what and why the buyer is resisting, the salesperson should: