Exam 8: Addressing Concerns and Earning Commitment

In the LAARC method of overcoming sales resistance, after a salesperson asks assessment questions to gain a proper understanding of a buyer's objection, the next step is to:

When a salesperson tells a customer "Let us make a list of the pros and cons associated with purchasing this product," the salesperson is using the _____ to earn commitment.

Which of the following is true of a trial commitment?

The _____ is a selling technique in which a salesperson asks a prospect to select from two or more options during a sales presentation.

The _____ technique is a sales closing technique in which the salesperson puts a time limit on the client in an attempt to hurry the decision to close.

Which of the following statements illustrates a source objection?

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

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

Alan, a salesperson for Wilberg Industrial Equipment, finds that most of his customers express resistance based on the fact that Wilberg's delivery time is one week longer than the delivery time of most of its competitors. Alan usually handles this objection by acknowledging the objection and then balancing it by listing the benefits of Wilberg's products. In this scenario, Alan uses the _____ method for handling resistance.

The goal of the forestalling method of responding to objections is to turn an apparent deficiency into an asset or reason to buy.

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?

Brian is a salesperson for a payroll processing company. He has found that some of his prospects raise objections even when it is clear that the solution he is presenting will work and is worth the price. He has realized that the prospects feel comfortable with their current payroll processing systems and are hesitant to adopt the technology proposed by Brian. In this scenario, which of the following is most likely a reason the prospects raise objections?

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?

While handling a price objection, the product's value must be established before the salesperson spends time discussing price.

The _____ method is a response to buyer objections in which a salesperson converts a prospect's objection into a reason the prospect should buy.

A salesperson should always incorporate as many outstanding benefits of a product as possible into a sales presentation.

Many buyers have been conditioned to say automatically, "I do not require your product." Buyers who say this are most likely raising a _____.

The statement "I have never heard of your company" is an example of a product objection.

Sayuri goes to an accessory store and tries on a particular watch. She likes the watch, but owing to budget constraints, she decides to come back to the store the following week to purchase it. The salesperson at the store, however, tells her that the manufacturing company is planning to revise the prices of that particular range of watches and that it would be wise of Sayuri to buy the watch now rather than later. In this scenario, the salesperson is most likely using the _____ method to earn commitment.

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