Exam 8: Addressing Concerns and Earning 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.

(True/False)

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Question 61

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 62

__________________ 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 63

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

(Multiple Choice)

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Question 64

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

(Multiple Choice)

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Question 65

Forestalling and "Coming-to-That" are essentially the same method for handling resistance.

(True/False)

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Question 66

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

(Multiple Choice)

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Question 67

The ____________ is a selling technique in which a salesperson asks the prospect to brainstorm reasons on paper of why to buy and why not to buy.

(Short Answer)

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Question 68

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

(Short Answer)

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Question 69

A salesperson that tells the buyer that he or she will be covering the objection later in his or her presentation is using the - - __ method of handling objections.

(Short Answer)

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Question 70

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?

(Multiple Choice)

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Question 71

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

(True/False)

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Question 72

The most common form of buyer resistance is the ___________objection.

(Short Answer)

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Question 73

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

(True/False)

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Question 74

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

(Short Answer)

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Question 75

Which of the following is not a technique for earning commitment?

(Multiple Choice)

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Question 76

When a buyer says "no" to the salesperson's attempt to earn commitment, other than thanking the customer for their time, the salesperson's job is over.

(True/False)

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Question 77

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 78

The assumptive close method for gaining commitment makes the assumption that the buyer wants to make a purchase.

(True/False)

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Question 79

According to the LAARC method, once the salesperson has acknowledged an objection, he or she should _____________ the objection before responding to it.

(Short Answer)

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Question 80

Showing 61 - 80 of 139

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.

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

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

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

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

Forestalling and "Coming-to-That" are essentially the same method for handling resistance.

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

The ____________ is a selling technique in which a salesperson asks the prospect to brainstorm reasons on paper of why to buy and why not to buy.

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

A salesperson that tells the buyer that he or she will be covering the objection later in his or her presentation is using the - - __ method of handling objections.

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

The most common form of buyer resistance is the ___________objection.

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

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

Which of the following is not a technique for earning commitment?

When a buyer says "no" to the salesperson's attempt to earn commitment, other than thanking the customer for their time, the salesperson's job is over.

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

The assumptive close method for gaining commitment makes the assumption that the buyer wants to make a purchase.

According to the LAARC method, once the salesperson has acknowledged an objection, he or she should _____________ the objection before responding to it.

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

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.

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

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

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

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

Forestalling and "Coming-to-That" are essentially the same method for handling resistance.

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

The ____________ is a selling technique in which a salesperson asks the prospect to brainstorm reasons on paper of why to buy and why not to buy.

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

A salesperson that tells the buyer that he or she will be covering the objection later in his or her presentation is using the ____________ - __ - ____________ method of handling objections.

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

The most common form of buyer resistance is the ___________objection.

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

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

Which of the following is not a technique for earning commitment?

When a buyer says "no" to the salesperson's attempt to earn commitment, other than thanking the customer for their time, the salesperson's job is over.

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

The assumptive close method for gaining commitment makes the assumption that the buyer wants to make a purchase.

According to the LAARC method, once the salesperson has acknowledged an objection, he or she should _____________ the objection before responding to it.

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 salesperson that tells the buyer that he or she will be covering the objection later in his or her presentation is using the - - __ method of handling objections.