Exam 8: Addressing Concerns and Earning Commitment

If a customer is wrong about something when expressing resistance, the salesperson should consider using the Indirect Denial method before considering the Direct Denial method.

(True/False)

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Question 101

When a buyer tells the salesperson "no," other than thanking the customer for their time the salesperson's job is over.

(True/False)

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Question 102

The "L" in LAARC stands for Listen.

(True/False)

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Question 103

Tracy is a salesperson for XYZ Computer Co. and is having trouble getting sales. Her customers consistently bring up need objections and she is rarely able to overcome them. Chances are Tracy ___________________.

(Multiple Choice)

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Question 104

Anthony is salesperson for XYZ Co. and is confronting an objection. The first thing Anthony needs to do is:

(Multiple Choice)

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Question 105

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

(Short Answer)

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Question 106

Stacey, a salesperson for XYZ Co. has just heard her prospect make a red light statement. This means:

(Multiple Choice)

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Question 107

______________ is a selling technique in which the salesperson summarizes all the major benefits the buyer has confirmed over the course of the sales calls.

(Short Answer)

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Question 108

__________________ choice is a selling technique in which the salesperson asks the prospect to select from two or more choices during a sales presentation.

(Short Answer)

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Question 109

"Let's make a list of the pros and cons associated with purchasing my product" is an example of which type of technique to earn commitment?

(Multiple Choice)

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Question 110

The summary commitment method requires the salesperson to summarize all the benefits his/her product is capable of providing.

(True/False)

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Question 111

Buyers may raise objections because they are resistant to change.

(True/False)

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Question 112

Gaining commitment should be a natural result if the salesperson has done a good job of uncovering needs, presenting appropriate solutions, and handling customer concerns.

(True/False)

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Question 113

A ___________objection is resistance to a product in which the buyer says that he or she does not need the product.

(Short Answer)

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Question 114

"A maintenance agreement should be included" reflects the expression of a _____________objection.

(Short Answer)

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Question 115

_____________refers to a buyer's objections to a product or service during the sales presentation.

(Short Answer)

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Question 116

Showing 101 - 116 of 116

If a customer is wrong about something when expressing resistance, the salesperson should consider using the Indirect Denial method before considering the Direct Denial method.

When a buyer tells the salesperson "no," other than thanking the customer for their time the salesperson's job is over.

The "L" in LAARC stands for Listen.

Tracy is a salesperson for XYZ Computer Co. and is having trouble getting sales. Her customers consistently bring up need objections and she is rarely able to overcome them. Chances are Tracy ___________________.

Anthony is salesperson for XYZ Co. and is confronting an objection. The first thing Anthony needs to do is:

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

Stacey, a salesperson for XYZ Co. has just heard her prospect make a red light statement. This means:

______________ is a selling technique in which the salesperson summarizes all the major benefits the buyer has confirmed over the course of the sales calls.

__________________ choice is a selling technique in which the salesperson asks the prospect to select from two or more choices during a sales presentation.

"Let's make a list of the pros and cons associated with purchasing my product" is an example of which type of technique to earn commitment?

The summary commitment method requires the salesperson to summarize all the benefits his/her product is capable of providing.

Buyers may raise objections because they are resistant to change.

Gaining commitment should be a natural result if the salesperson has done a good job of uncovering needs, presenting appropriate solutions, and handling customer concerns.

A ___________objection is resistance to a product in which the buyer says that he or she does not need the product.

"A maintenance agreement should be included" reflects the expression of a _____________objection.

_____________refers to a buyer's objections to a product or service during the sales presentation.

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

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