Exam 8: Addressing Concerns and Earning Commitment

_____ is a response to buyer objections in which the salesperson answers the objection during the sales presentation before the buyer has a chance to ask it.

When a prospect tells a salesperson "We have been buying from another supplier that meets our budget constraints," he or she is most likely raising a _____.

The forestalling method of responding to buyer objections should be used only when there is a high probability that the prospect will indeed raise the objection.

Many purchasing agents have a motto never to buy on the first call with a salesperson.

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

The continuous yes close technique for gaining commitment is a selling technique in which the salesperson makes the assumption that the buyer wants to make a purchase.

A _____ is resistance to a commodity in which a buyer does not like the way the commodity looks or feels.

Dana goes to a furniture store to purchase a couch for her new home. A salesperson at the store shows her the best pieces but is unable to make a sale. Although Dana confesses that she likes the color and the design of the various couches, they do not seem to be ergonomically efficient. Which of the following objections is exemplified in this scenario?

Ruth, a salesperson for a sewing machine manufacturing company, makes a sales presentation for the representatives of a clothing company. During the presentation, a few of the representatives raise an objection regarding the fact that a maintenance agreement would not be included in the business deal. Which of the following objections does Ruth most likely face in this scenario?

Most salespeople feel that price objections are mostly raised in cases where buyers are not qualified properly.

The term _____ refers to resistance to a product based on the cost of the product being too high for a buyer.

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

If a salesperson fails to earn a buyer's commitment initially, he or she should:

Some buyers may raise objections during sales presentations because it is customary to do so.

Martha is approached by a door-to-door salesperson selling household cleaning equipment. As the salesperson begins to demonstrate a vacuum cleaner, Martha tells the salesperson, "The equipment I have is still good." In this scenario, Martha is most likely raising a _____.

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

Which of the following is true of source objections faced by a salesperson?

Lenora is a salesperson for a cosmetics company. She is responsible for handling a kiosk that has been set up in a local mall to exhibit her company's products. After she makes a sale presentation to one of the prospects in the mall, the prospect tells her "I have not made up my mind. I will come back later." In this case, the statement made by the prospect represents a _____.

Without a need, prospects have little or no reason to talk to a salesperson.

Which of the following statements or questions illustrates the use of the minor-points close technique of earning commitment?