Question 1

LAARC is a tool for helping salespeople ____.

Accepted Answer

A)  Present features and benefits 
B)  Overcome resistance 
C)  Uncover needs 
D)  Use visual aids 
E)  Remember to ask for the order 
A)  Present features and benefits 
B)  Overcome resistance 
C)  Uncover needs 
D)  Use visual aids 
E)  Remember to ask for the order B

Question 2

After a buyer expresses an objection, it is inappropriate for the salesperson to ask the buyer probing questions.

Accepted Answer

A) True 
 B)False  False

Question 3

The most straightforward method for earning commitment is?

Accepted Answer

A)  Assumptive Close 
B)  Minor-Points Close 
C)  T-Account Method 
D)  Success Story 
E)  Direct Commitment 
A)  Assumptive Close 
B)  Minor-Points Close 
C)  T-Account Method 
D)  Success Story 
E)  Direct Commitment E

Question 4

Which of the following reasons for objections is most likely to result in a lost sale?

Accepted Answer

A)  The prospect wants to avoid the sales interview 
B)  Objecting is a matter of custom 
C)  The prospect is not a qualified prospect 
D)  The prospect wants to show interest 
E)  The prospect lacks information 
A)  The prospect wants to avoid the sales interview 
B)  Objecting is a matter of custom 
C)  The prospect is not a qualified prospect 
D)  The prospect wants to show interest 
E)  The prospect lacks information

Question 5

The "need objection" and "product objection" categories are essentially the same.

Accepted Answer

A) True 
 B)False

Question 6

Initially, if a salesperson fails to earn the buyer's commitment, he/she should first?

Accepted Answer

A)  Attempt once again to gain the buyer's commitment (i.e., make a sale) 
B)  Thank the buyer for their time 
C)  Attempt to get another appointment with the buyer 
D)  Probe to try to find out why the buyer is resistant 
E)  None of the above 
A)  Attempt once again to gain the buyer's commitment (i.e., make a sale) 
B)  Thank the buyer for their time 
C)  Attempt to get another appointment with the buyer 
D)  Probe to try to find out why the buyer is resistant 
E)  None of the above

Question 7

Tami is a new salesperson for ABC Industrial Equipment Co. and is concerned about her ability to handle objections. She is comforted somewhat by knowing that most objections fall into one of five categories. Which of the following is not one of those categories?

Accepted Answer

A)  Need objections 
B)  Product or service objections 
C)  Price objections 
D)  Company or source objections 
E)  Confirmed objections 
A)  Need objections 
B)  Product or service objections 
C)  Price objections 
D)  Company or source objections 
E)  Confirmed objections

Question 8

"How quickly can you deliver the product" is an example of a commitment signal.

Accepted Answer

A) True 
 B)False

Question 9

Mike is a sales rep for an industrial equipment company. Mike can expect sales resistance when ____.

Accepted Answer

A)  The buyer wants to avoid the sales interview 
B)  The prospect lacks information. 
C)  The buyer simply resists change 
D)  The he has failed to prospect properly. 
E)  All of the above are correct. 
A)  The buyer wants to avoid the sales interview 
B)  The prospect lacks information. 
C)  The buyer simply resists change 
D)  The he has failed to prospect properly. 
E)  All of the above are correct.

Question 10

LAARC is an acronym for ____.

Accepted Answer

A)  Listen, acknowledge, assess, respond, confirm 
B)  Listen, assess, acknowledge, respond, confirm 
C)  Listen, ask, reply, confirm 
D)  Listen, ask, reply, consider 
E)  None of the above 
A)  Listen, acknowledge, assess, respond, confirm 
B)  Listen, assess, acknowledge, respond, confirm 
C)  Listen, ask, reply, confirm 
D)  Listen, ask, reply, consider 
E)  None of the above

Question 11

A buyer who says "We have a better offer from your competitor" is likely expressing a(n) ____ objection.

Accepted Answer

A)  Price 
B)  Time 
C)  Source 
D)  Need 
E)  Product 
A)  Price 
B)  Time 
C)  Source 
D)  Need 
E)  Product

Question 12

Acknowledging a buyer's expressed concern is important because doing so ____.

Accepted Answer

A)  Demonstrates understanding 
B)  Gives the salesperson time to begin assessing the resistance 
C)  Paves the way for telling the customer he or she is wrong 
D)  Both A and B 
E)  None of the above is correct. 
A)  Demonstrates understanding 
B)  Gives the salesperson time to begin assessing the resistance 
C)  Paves the way for telling the customer he or she is wrong 
D)  Both A and B 
E)  None of the above is correct.

Question 13

When dealing with buyer objections, it is a good idea to use the Forestalling method most of the time.

Accepted Answer

A) True 
 B)False

Question 14

Buyers may raise objections because it is customary to do so.

Accepted Answer

A) True 
 B)False

Question 15

Buyer resistance to the progression of the sale is referred to as _____________.

Accepted Answer

A)  A threat to the sale 
B)  An objection 
C)  Interest 
D)  A buyer initiated challenge (BI
C)  
E)  Show stopper 
A)  A threat to the sale 
B)  An objection 
C)  Interest 
D)  A buyer initiated challenge (BI
C)  
E)  Show stopper

Question 16

The first step in the LAARC method for handling resistance is to ___________.

Accepted Answer

The answer of The first step in the LAARC method...

Question 17

"How quickly can you deliver the product" is an example of a trial commitment.

Accepted Answer

A) True 
 B)False

Question 18

One method for gaining commitment involves the salesperson working with the buyer to list the reasons why the buyer would not want to make a purchase.

Accepted Answer

A) True 
 B)False

Question 19

_____________ 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.

Accepted Answer

The answer of _____________ refers to a response to buyer...

Question 20

Buyers may express resistance before ever talking with the salesperson about solutions and price.

Accepted Answer

A) True 
 B)False

LAARC is a tool for helping salespeople ____.

After a buyer expresses an objection, it is inappropriate for the salesperson to ask the buyer probing questions.

The most straightforward method for earning commitment is?

Which of the following reasons for objections is most likely to result in a lost sale?

The "need objection" and "product objection" categories are essentially the same.

Initially, if a salesperson fails to earn the buyer's commitment, he/she should first?

Tami is a new salesperson for ABC Industrial Equipment Co. and is concerned about her ability to handle objections. She is comforted somewhat by knowing that most objections fall into one of five categories. Which of the following is not one of those categories?

"How quickly can you deliver the product" is an example of a commitment signal.

Mike is a sales rep for an industrial equipment company. Mike can expect sales resistance when ____.

LAARC is an acronym for ____.

A buyer who says "We have a better offer from your competitor" is likely expressing a(n) ____ objection.

Acknowledging a buyer's expressed concern is important because doing so ____.

When dealing with buyer objections, it is a good idea to use the Forestalling method most of the time.

Buyers may raise objections because it is customary to do so.

Buyer resistance to the progression of the sale is referred to as _____________.

The first step in the LAARC method for handling resistance is to ___________.

"How quickly can you deliver the product" is an example of a trial commitment.

One method for gaining commitment involves the salesperson working with the buyer to list the reasons why the buyer would not want to make a purchase.

_____________ 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.

Buyers may express resistance before ever talking with the salesperson about solutions and price.

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 Communicating Value

Expanding Customer Relations

Adding Value: Self Leadership and Teamwork

Sales Management and Sales 2.0

Filters

Exam 8: Addressing Concerns and Earning Commitment

LAARC is a tool for helping salespeople ____.

After a buyer expresses an objection, it is inappropriate for the salesperson to ask the buyer probing questions.

The most straightforward method for earning commitment is?

Which of the following reasons for objections is most likely to result in a lost sale?

The "need objection" and "product objection" categories are essentially the same.

Initially, if a salesperson fails to earn the buyer's commitment, he/she should first?

Tami is a new salesperson for ABC Industrial Equipment Co. and is concerned about her ability to handle objections. She is comforted somewhat by knowing that most objections fall into one of five categories. Which of the following is not one of those categories?

"How quickly can you deliver the product" is an example of a commitment signal.

Mike is a sales rep for an industrial equipment company. Mike can expect sales resistance when ____.

LAARC is an acronym for ____.

A buyer who says "We have a better offer from your competitor" is likely expressing a(n) ____ objection.

Acknowledging a buyer's expressed concern is important because doing so ____.

When dealing with buyer objections, it is a good idea to use the Forestalling method most of the time.

Buyers may raise objections because it is customary to do so.

Buyer resistance to the progression of the sale is referred to as _____________.

The first step in the LAARC method for handling resistance is to ___________.

"How quickly can you deliver the product" is an example of a trial commitment.

One method for gaining commitment involves the salesperson working with the buyer to list the reasons why the buyer would not want to make a purchase.

_____________ 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.

Buyers may express resistance before ever talking with the salesperson about solutions and price.

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 Communicating Value

Expanding Customer Relations

Adding Value: Self Leadership and Teamwork

Sales Management and Sales 2.0

Filters