Question 1

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 2

A buyer expressing concern about the product's ability to function properly is raising which type of objection?

Accepted Answer

A)  Forestalling 
B)  Price 
C)  No need 
D)  Product related 
E)  Service related 
A)  Forestalling 
B)  Price 
C)  No need 
D)  Product related 
E)  Service related

Question 3

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 4

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 5

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

Question 6

"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?

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 7

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

Accepted Answer

A) True 
 B)False

Question 8

"Your company is too small to meet my needs" is an example of a(n) ______________ objection.

Accepted Answer

The answer of "Your company is too small to meet...

Question 9

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

Accepted Answer

A) True 
 B)False

Question 10

"How do I know you'll meet our delivery requirements?" is an example of a service objection.

Accepted Answer

A) True 
 B)False

Question 11

In order to effectively respond to objections, salespeople must be good listeners.

Accepted Answer

A) True 
 B)False

Question 12

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 13

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 14

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 15

If unable to successfully overcome buyer resistance, the salesperson should:

Accepted Answer

A)  Gracefully end the sales call 
B)  Continue moving forward as if the resistance no longer exists 
C)  Remind the prospect that nothing is perfect and then ask again for the sale 
D)  Remind the prospect that nothing is perfect and ask the buyer to disregard the issue causing the resistance 
E)  Ask to speak to someone else in the organization 
A)  Gracefully end the sales call 
B)  Continue moving forward as if the resistance no longer exists 
C)  Remind the prospect that nothing is perfect and then ask again for the sale 
D)  Remind the prospect that nothing is perfect and ask the buyer to disregard the issue causing the resistance 
E)  Ask to speak to someone else in the organization

Question 16

When presenting solutions, Chris (a salesperson) often has to handle buyer resistance. Chris should think of buyer resistance as a(n) ___________ event.

Accepted Answer

A)  Negative 
B)  Unimportant 
C)  Positive 
D)  A buyer initiated challenge (BI
C)  
E)  Show stopper 
A)  Negative 
B)  Unimportant 
C)  Positive 
D)  A buyer initiated challenge (BI
C)  
E)  Show stopper

Question 17

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

Accepted Answer

A) True 
 B)False

Question 18

The Direct Denial method is probably the safest objection handling method.

Accepted Answer

A) True 
 B)False

Question 19

_____________ objection is resistance to a product based on the price of the product being too high for the buyer.

Accepted Answer

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

Question 20

____________ ____________ 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...

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

A buyer expressing concern about the product's ability to function properly is raising which type of objection?

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?

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

LAARC is a tool for helping salespeople ____.

"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?

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

"Your company is too small to meet my needs" is an example of a(n) ______________ objection.

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

"How do I know you'll meet our delivery requirements?" is an example of a service objection.

In order to effectively respond to objections, salespeople must be good listeners.

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

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

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?

If unable to successfully overcome buyer resistance, the salesperson should:

When presenting solutions, Chris (a salesperson) often has to handle buyer resistance. Chris should think of buyer resistance as a(n) ___________ event.

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

The Direct Denial method is probably the safest objection handling method.

_____________ objection is resistance to a product based on the price of the product being too high for the buyer.

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

Filters

Exam 8: Addressing Concerns and Earning Commitment

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

A buyer expressing concern about the product's ability to function properly is raising which type of objection?

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?

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

LAARC is a tool for helping salespeople ____.

"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?

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

"Your company is too small to meet my needs" is an example of a(n) ______________ objection.

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

"How do I know you'll meet our delivery requirements?" is an example of a service objection.

In order to effectively respond to objections, salespeople must be good listeners.

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

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

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?

If unable to successfully overcome buyer resistance, the salesperson should:

When presenting solutions, Chris (a salesperson) often has to handle buyer resistance. Chris should think of buyer resistance as a(n) ___________ event.

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

The Direct Denial method is probably the safest objection handling method.

_____________ objection is resistance to a product based on the price of the product being too high for the buyer.

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

Filters

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

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