Exam 8: Addressing Concerns and Earning Commitment

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

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

One method for gaining commitment involves the salesperson reviewing with the buyer all of the confirmed benefits.

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

Buyers may raise objections because they are resistant to change.

One of the reasons (provided the text) that prospects raise objections is "the prospect wants to _______ the sales interview."

"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.

Brien is a salesperson for a payroll processing company. Brien has found that a few of his prospects provide objections even when they are confident the solution Brien is presenting will work and is worth the price. Which of the following best explains why these prospects object?

LAARC is an acronym for _____________, _____________, _____________, and _____________ that describes an effective process for salespeople to follow to overcome sales resistance.

Which of the following best describes buyer resistance?

Mike is a sales rep for an industrial equipment company. Mike can expect sales resistance when ____.

_____________ refers to a response to buyer objections in which the salesperson answers the objection during the presentation before the buyer has a chance to ask it.

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

Closing and gaining commitment are synonymous.

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.

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.

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?

Just before moving into the securing commitment and closing stage, a salesperson should ____.

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

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.