Question 1

When attempting to understand the objection the buyer is trying to express, the salesperson should:

Accepted Answer

A)  Avoid making assumptions about what the buyer is going to say. 
B)  Engage in active listening. 
C)  Confirm his/her understanding of the objection with the buyer. 
D)  All of the above 
E)  None of the above 
A)  Avoid making assumptions about what the buyer is going to say. 
B)  Engage in active listening. 
C)  Confirm his/her understanding of the objection with the buyer. 
D)  All of the above 
E)  None of the above

Question 2

Alan, a salesperson for ABC Industrial Equipment, finds most of his customers express resistance based on the fact that ABC's delivery time is one week longer than most of its competitors. Alan usually handles that resistance by reviewing with the customers all of the confirmed benefits the product provides. Alan is using the ____ method for handling resistance.

Accepted Answer

A)  Forestalling 
B)  Direct denial 
C)  Translation 
D)  Transition 
E)  Compensation 
A)  Forestalling 
B)  Direct denial 
C)  Translation 
D)  Transition 
E)  Compensation

Question 3

A salesperson attempting to soften the blow in correcting the prospects information is using the _______________method of handling objections..

Accepted Answer

The answer of A salesperson attempting to soften the blow...

Question 4

Relative to the Direct Denial method, Indirect Denial is generally a less risky method of handling resistance.

Accepted Answer

A) True 
 B)False

Question 5

______________ objection is resistance to a product that results when a buyer has never heard of or is not familiar with the products company.

Accepted Answer

The answer of ______________ objection is resistance to a product...

Question 6

It is not uncommon for inexperienced salespeople to lose a sale because they are afraid to ask for the order.

Accepted Answer

A) True 
 B)False

Question 7

A buyer who says "Your company is too small to meet my needs" is 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 8

Red light statements made by the buyer indicate minor resistance and should be all but ignored by the salesperson.

Accepted Answer

A) True 
 B)False

Question 9

Traditional techniques for gaining commitment are still viewed as effective by most professional buyers today.

Accepted Answer

A) True 
 B)False

Question 10

A buyer expressing resistance because he/she is loyal to another supplier is raising which type of objection?

Accepted Answer

A)  Forestalling 
B)  Price 
C)  Company or Source 
D)  Product related 
E)  Service related 
A)  Forestalling 
B)  Price 
C)  Company or Source 
D)  Product related 
E)  Service related

Question 11

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)  All of the above are categories of objections 
A)  Need objections 
B)  Product or service objections 
C)  Price objections 
D)  Company or source objections 
E)  All of the above are categories of objections

Question 12

What should the salesperson do once he/she has answered all the buyer's questions and has resolved resistance issues that have come up during the presentation?

Accepted Answer

A)  Ask the buyer to make a purchase 
B)  Summarize the pertinent buying signals 
C)  Check to make sure all needs have been addressed 
D)  Attempt to get another appointment with the buyer 
E)  None of the above 
A)  Ask the buyer to make a purchase 
B)  Summarize the pertinent buying signals 
C)  Check to make sure all needs have been addressed 
D)  Attempt to get another appointment with the buyer 
E)  None of the above

Question 13

Turning a reason not to buy into a recent to buy, reflects the ______________method of handling objections.

Accepted Answer

Translatio

Question 14

One of the reasons (provided in the text) that prospects raise objections is "the prospect resists ____________."

Accepted Answer

The answer of One of the reasons (provided in the...

Question 15

The "standing-room-only" close is an effective relationship-building earning commitment technique.

Accepted Answer

A) True 
 B)False

Question 16

Which of the following best describes buyer resistance?

Accepted Answer

A)  Price is too high 
B)  Anything the prospect says or does that slows down the buying process 
C)  Anytime the prospect says "no" 
D)  An emotional state brought on through miscommunication. 
E)  An emotional state brought on through misunderstanding 
A)  Price is too high 
B)  Anything the prospect says or does that slows down the buying process 
C)  Anytime the prospect says "no" 
D)  An emotional state brought on through miscommunication. 
E)  An emotional state brought on through misunderstanding

Question 17

"Always Be Closing" is a good motto for salespeople involved in relational selling.

Accepted Answer

A) True 
 B)False

Question 18

A rather harsh response that the prospect is wrong, reflects the ________________method of handling objections.

Accepted Answer

The answer of A rather harsh response that the prospect...

Question 19

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

Accepted Answer

A)  Direct commitment 
B)  Boomerang method 
C)  Summary commitment 
D)  Balance sheet commitment 
E)  Alternative choice 
A)  Direct commitment 
B)  Boomerang method 
C)  Summary commitment 
D)  Balance sheet commitment 
E)  Alternative choice

Question 20

Jeremy is interested in buying 10 cars for his company. He likes a particular car a salesperson is showing him but expresses concern about the fact that the car's engine isn't as powerful as others he was considering. Which of the following best illustrates the salesperson's use of the translation method to handle Jeremy's concern?

Accepted Answer

A)  Yes, the engine is less powerful, but the car comes with several other options you said you wanted. 
B)  Because the engine is less powerful it is more fuel efficient, and that means your company will save money. 
C)  You're mistaken; the engine has the same amount of power as the others you were considering. 
D)  Why do you want an engine that has more power? 
E)  None of the above illustrates the boomerang method. 
A)  Yes, the engine is less powerful, but the car comes with several other options you said you wanted. 
B)  Because the engine is less powerful it is more fuel efficient, and that means your company will save money. 
C)  You're mistaken; the engine has the same amount of power as the others you were considering. 
D)  Why do you want an engine that has more power? 
E)  None of the above illustrates the boomerang method.

When attempting to understand the objection the buyer is trying to express, the salesperson should:

A salesperson attempting to soften the blow in correcting the prospects information is using the _______________method of handling objections..

Relative to the Direct Denial method, Indirect Denial is generally a less risky method of handling resistance.

______________ objection is resistance to a product that results when a buyer has never heard of or is not familiar with the products company.

It is not uncommon for inexperienced salespeople to lose a sale because they are afraid to ask for the order.

A buyer who says "Your company is too small to meet my needs" is expressing a(n) ____ objection.

Red light statements made by the buyer indicate minor resistance and should be all but ignored by the salesperson.

Traditional techniques for gaining commitment are still viewed as effective by most professional buyers today.

A buyer expressing resistance because he/she is loyal to another supplier is raising which type of objection?

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?

What should the salesperson do once he/she has answered all the buyer's questions and has resolved resistance issues that have come up during the presentation?

Turning a reason not to buy into a recent to buy, reflects the ______________method of handling objections.

One of the reasons (provided in the text) that prospects raise objections is "the prospect resists ____________."

The "standing-room-only" close is an effective relationship-building earning commitment technique.

Which of the following best describes buyer resistance?

"Always Be Closing" is a good motto for salespeople involved in relational selling.

A rather harsh response that the prospect is wrong, reflects the ________________method of handling objections.

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

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

When attempting to understand the objection the buyer is trying to express, the salesperson should:

A salesperson attempting to soften the blow in correcting the prospects information is using the _______________method of handling objections..

Relative to the Direct Denial method, Indirect Denial is generally a less risky method of handling resistance.

______________ objection is resistance to a product that results when a buyer has never heard of or is not familiar with the products company.

It is not uncommon for inexperienced salespeople to lose a sale because they are afraid to ask for the order.

A buyer who says "Your company is too small to meet my needs" is expressing a(n) ____ objection.

Red light statements made by the buyer indicate minor resistance and should be all but ignored by the salesperson.

Traditional techniques for gaining commitment are still viewed as effective by most professional buyers today.

A buyer expressing resistance because he/she is loyal to another supplier is raising which type of objection?

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?

What should the salesperson do once he/she has answered all the buyer's questions and has resolved resistance issues that have come up during the presentation?

Turning a reason not to buy into a recent to buy, reflects the ______________method of handling objections.

One of the reasons (provided in the text) that prospects raise objections is "the prospect resists ____________."

The "standing-room-only" close is an effective relationship-building earning commitment technique.

Which of the following best describes buyer resistance?

"Always Be Closing" is a good motto for salespeople involved in relational selling.

A rather harsh response that the prospect is wrong, reflects the ________________method of handling objections.

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

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