Exam 8: Addressing Concerns and Earning Commitment

A straightforward method to earn buyer commitment is the _____.

Which of the following is true of sales resistance?

The statement "I do not see the advantage of going with your proposal" should be viewed by a salesperson as a(n) _____.

In the _____ method of handling sales resistance, the salesperson tells the buyer that he or she will be covering the buyer's objection later in his or her presentation.

A salesperson should end the sales call if he or she sees that the buyer sincerely believes they have no need for a product or service.

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

If a buyer raises a time objection, which of the following is most likely to be a consequence for him or her?

The statement "I did not realize you delivered every day" made by a buyer can be considered a _____.

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 does 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?

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

_____ is a question designed to determine a prospect's reaction without forcing the prospect to make a final yes or no buying decision.

A salesperson who takes a soft and tactful approach to correct a prospect's information is using the _____ method of handling objections.

Which of the following is a traditional method of earning commitment?

The term _____ refers to resistance to a product or service in which a buyer puts off the decision to buy until a later date.

Just before moving into the securing commitment and closing stage of the selling process, a salesperson should:

A prospect who _____ tends to deliberately say no during the first few sales calls to test a salesperson's persistence.

Which of the following statements illustrates a source objection?

Mike is a sales representative for an industrial equipment company. He plans to meet as many prospective buyers as possible to reach his sales target. Mike can expect sales resistance from prospects when:

Hameed, a salesperson in an electronics manufacturing company, makes a sales presentation to the owner of a small-scale company. At a particular point during the presentation, the prospect raises an objection stating that he has some concerns about the maintenance agreement. Hameed acknowledges his concern and lets him know that he will address it at the end of his presentation. In this scenario, Hameed uses the _____ method of handling sales resistance.

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