Question 1

_____________objection is resistance to a product in which a buyer puts off the decision to buy until a later date.

Accepted Answer

The answer of _____________objection is resistance to a product in...

Question 2

When preparing for sales resistance, salespeople should remember ____.

Accepted Answer

A)  Sales resistance should be treated like a question 
B)  Sales resistance is normal part of the sales process 
C)  Sales resistance usually reflects interest in the product 
D)  Sales resistance means the buyer is at least somewhat involved in the presentation 
E)  All of the above 
A)  Sales resistance should be treated like a question 
B)  Sales resistance is normal part of the sales process 
C)  Sales resistance usually reflects interest in the product 
D)  Sales resistance means the buyer is at least somewhat involved in the presentation 
E)  All of the above

Question 3

The salesperson must initiate trial commitments.

Accepted Answer

A) True 
 B)False

Question 4

If a salesperson fails to earn the buyer's commitment, he/she should immediately?

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)  Lower the price 
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)  Lower the price 
E)  None of the above

Question 5

The Compensation method for handling objections turns a reason not to buy into a reason to buy.

Accepted Answer

A) True 
 B)False

Question 6

In the LAARC process for handling buyer resistance, the first A stands for?

Accepted Answer

A)  Assess 
B)  Acknowledge 
C)  Address 
D)  Anticipate 
E)  Assign 
A)  Assess 
B)  Acknowledge 
C)  Address 
D)  Anticipate 
E)  Assign

Question 7

"Your price is not different enough to change the suppliers" reflects the expression of a ___________objection.

Accepted Answer

The answer of "Your price is not different enough to...

Question 8

Time objections are often used by the buyer as stall tactics.

Accepted Answer

A) True 
 B)False

Question 9

A buyer's resistance based on his or her loyalty to another supplier is generally easy to overcome.

Accepted Answer

A) True 
 B)False

Question 10

A salesperson asking the buyer "Do you see how this product will benefit your organization?" is using a ____.

Accepted Answer

A)  Commitment signal 
B)  Objection 
C)  Trial commitment 
D)  Confirmed benefit 
E)  None of the above are accurate 
A)  Commitment signal 
B)  Objection 
C)  Trial commitment 
D)  Confirmed benefit 
E)  None of the above are accurate

Question 11

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

Accepted Answer

A) True 
 B)False

Question 12

____________ refers to favorable statements a buyer makes during a sales presentation that signal buyer commitment.

Accepted Answer

The answer of ____________ refers to favorable statements a buyer...

Question 13

Jennifer, a salesperson for ABC Industrial Equipment, likes to address certain known sources of buyer resistance before the buyer brings them up. Jennifer is using the ____ method of 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 14

Using the Direct Denial method for handling resistance is risky because it may anger the buyer.

Accepted Answer

A) True 
 B)False

Question 15

A buyer saying "The price is lower than I thought it would be" is communicating a(n) ____.

Accepted Answer

A)  Commitment signal 
B)  Objection 
C)  Trial commitment 
D)  Confirmed benefit 
E)  None of the above are accurate 
A)  Commitment signal 
B)  Objection 
C)  Trial commitment 
D)  Confirmed benefit 
E)  None of the above are accurate

Question 16

When salespeople relate the initial sales resistance and subsequent acceptance and positive outcome experienced by a previous customer in an effort overcome sales resistance with a current customer, they are using which method of responding to objections?

Accepted Answer

A)  Direct denial 
B)  Indirect denial 
C)  Feel-Felt-Found 
D)  Translation 
E)  None of the above 
A)  Direct denial 
B)  Indirect denial 
C)  Feel-Felt-Found 
D)  Translation 
E)  None of the above

Question 17

"I'm concerned that if we ever have trouble with a copier we buy from your company, you won't service it in a timely fashion" is an example of a product objection.

Accepted Answer

A) True 
 B)False

Question 18

When a customer says "Your prices are too high," it always means they have a price objection.

Accepted Answer

A) True 
 B)False

Question 19

Ethan has a testimonial from a highly respected customer that counters the rumor Ethan's company doesn't 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?

Accepted Answer

A)  Indirect denial 
B)  Questioning 
C)  Translation 
D)  Compensation 
E)  Reverse Contention Method (RCM) 
A)  Indirect denial 
B)  Questioning 
C)  Translation 
D)  Compensation 
E)  Reverse Contention Method (RCM)

Question 20

Price objections are the most difficult to overcome.

Accepted Answer

A) True 
 B)False

_____________objection is resistance to a product in which a buyer puts off the decision to buy until a later date.

When preparing for sales resistance, salespeople should remember ____.

The salesperson must initiate trial commitments.

If a salesperson fails to earn the buyer's commitment, he/she should immediately?

The Compensation method for handling objections turns a reason not to buy into a reason to buy.

In the LAARC process for handling buyer resistance, the first A stands for?

"Your price is not different enough to change the suppliers" reflects the expression of a ___________objection.

Time objections are often used by the buyer as stall tactics.

A buyer's resistance based on his or her loyalty to another supplier is generally easy to overcome.

A salesperson asking the buyer "Do you see how this product will benefit your organization?" is using a ____.

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

____________ refers to favorable statements a buyer makes during a sales presentation that signal buyer commitment.

Jennifer, a salesperson for ABC Industrial Equipment, likes to address certain known sources of buyer resistance before the buyer brings them up. Jennifer is using the ____ method of handling resistance.

Using the Direct Denial method for handling resistance is risky because it may anger the buyer.

A buyer saying "The price is lower than I thought it would be" is communicating a(n) ____.

When salespeople relate the initial sales resistance and subsequent acceptance and positive outcome experienced by a previous customer in an effort overcome sales resistance with a current customer, they are using which method of responding to objections?

"I'm concerned that if we ever have trouble with a copier we buy from your company, you won't service it in a timely fashion" is an example of a product objection.

When a customer says "Your prices are too high," it always means they have a price objection.

Ethan has a testimonial from a highly respected customer that counters the rumor Ethan's company doesn't 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?

Price objections are the most difficult to overcome.

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

_____________objection is resistance to a product in which a buyer puts off the decision to buy until a later date.

When preparing for sales resistance, salespeople should remember ____.

The salesperson must initiate trial commitments.

If a salesperson fails to earn the buyer's commitment, he/she should immediately?

The Compensation method for handling objections turns a reason not to buy into a reason to buy.

In the LAARC process for handling buyer resistance, the first A stands for?

"Your price is not different enough to change the suppliers" reflects the expression of a ___________objection.

Time objections are often used by the buyer as stall tactics.

A buyer's resistance based on his or her loyalty to another supplier is generally easy to overcome.

A salesperson asking the buyer "Do you see how this product will benefit your organization?" is using a ____.

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

____________ refers to favorable statements a buyer makes during a sales presentation that signal buyer commitment.

Jennifer, a salesperson for ABC Industrial Equipment, likes to address certain known sources of buyer resistance before the buyer brings them up. Jennifer is using the ____ method of handling resistance.

Using the Direct Denial method for handling resistance is risky because it may anger the buyer.

A buyer saying "The price is lower than I thought it would be" is communicating a(n) ____.

When salespeople relate the initial sales resistance and subsequent acceptance and positive outcome experienced by a previous customer in an effort overcome sales resistance with a current customer, they are using which method of responding to objections?

"I'm concerned that if we ever have trouble with a copier we buy from your company, you won't service it in a timely fashion" is an example of a product objection.

When a customer says "Your prices are too high," it always means they have a price objection.

Ethan has a testimonial from a highly respected customer that counters the rumor Ethan's company doesn't 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?

Price objections are the most difficult to overcome.

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