Question 1

A buyer saying "The price is higher than I thought it would be" should be viewed by the salesperson as a(n) ____.

Accepted Answer

A)  Green light statement 
B)  Red light statement 
C)  Yellow light 
D)  Commitment signal 
E)  None of the above are accurate 
A)  Green light statement 
B)  Red light statement 
C)  Yellow light 
D)  Commitment signal 
E)  None of the above are accurate

Question 2

______________ objection is resistance to a product that results when a buyer has never heard of or is not familiar with the products company.

Accepted Answer

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

Question 3

When dealing with buyer objections, it is a good idea to use the Forestalling method most of the time.

Accepted Answer

A) True 
 B)False

Question 4

One of the reasons (provided the text) that prospects raise objections is "the salesperson has failed to prospect and ______________an properly)."

Accepted Answer

The answer of One of the reasons (provided the text)...

Question 5

A salesperson counterbalancing the objection with an offsetting benefit is using the _____________method of handling objections.

Accepted Answer

The answer of A salesperson counterbalancing the objection with an...

Question 6

The "L" in LAARC stands for Listen.

Accepted Answer

A) True 
 B)False

Question 7

A buyer saying "The problem is the specifications do not match what we have now" is expressing which type of objection?

Accepted Answer

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

Question 8

When salespeople relate the initial sales resistance and subsequent acceptance and positive outcome experienced by a previous customer in an effort to secure commitment with a current prospect, the salesperson is using the ____________ method of earning commitment.

Accepted Answer

A)  Summary 
B)  Probing 
C)  Success Story 
D)  Translation 
E)  None of the above 
A)  Summary 
B)  Probing 
C)  Success Story 
D)  Translation 
E)  None of the above

Question 9

A buyer who says "Your company is too small to meet my needs" is expressing a(n) ____ objection.

Accepted Answer

A)  Price 
B)  Time 
C)  Source 
D)  Need 
E)  Product 
A)  Price 
B)  Time 
C)  Source 
D)  Need 
E)  Product

Question 10

When dealing with buyer objections, it is a good idea to use the Forestalling method most of the time.

Accepted Answer

A) True 
 B)False

Question 11

When presenting solutions, Chris (a salesperson) often has to handle buyer resistance. Buyer resistance is typically referred to a(n) _____________.

Accepted Answer

A)  Negative 
B)  Objection 
C)  Indicator the prospect will say no to the salesperson when asked to make a purchase 
D)  A buyer initiated challenge (BI
C)  
E)  Show stopper 
A)  Negative 
B)  Objection 
C)  Indicator the prospect will say no to the salesperson when asked to make a purchase 
D)  A buyer initiated challenge (BI
C)  
E)  Show stopper

Question 12

Questions asked by the salesperson designed to elicit how far along the prospect is in his/her decision making are called ____.

Accepted Answer

A)  Purchase requests 
B)  Commitment signals 
C)  Objections 
D)  Trial commitments 
E)  All of the above 
A)  Purchase requests 
B)  Commitment signals 
C)  Objections 
D)  Trial commitments 
E)  All of the above

Question 13

"Always Be Closing" is a good motto for salespeople involved in relational selling.

Accepted Answer

A) True 
 B)False

Question 14

Which of the following is not a common reason why prospects raise objections?

Accepted Answer

A)  The prospect wants to avoid the sales interview 
B)  Objecting is a matter of custom 
C)  The prospect fails to recognize the need 
D)  The prospect lacks information 
E)  All of the above are common reasons why prospects raise objections. 
A)  The prospect wants to avoid the sales interview 
B)  Objecting is a matter of custom 
C)  The prospect fails to recognize the need 
D)  The prospect lacks information 
E)  All of the above are common reasons why prospects raise objections.

Question 15

One of the reasons (provided the text) that prospects raise objections is "objecting is a matter of _____________"

Accepted Answer

The answer of One of the reasons (provided the text)...

Question 16

Which of the following phrases should salespeople involved in relational selling try to remember?

Accepted Answer

A)  Always Be Closing (ABCs of Selling) 
B)  Never take no for an answer 
C)  Nobody likes to be sold, but everybody likes to buy 
D)  Show me an objection and I'll show you an interested buyer 
E)  All of the above 
A)  Always Be Closing (ABCs of Selling) 
B)  Never take no for an answer 
C)  Nobody likes to be sold, but everybody likes to buy 
D)  Show me an objection and I'll show you an interested buyer 
E)  All of the above

Question 17

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

Accepted Answer

A) True 
 B)False

Question 18

"Give me a couple of weeks to think it over" is an example of which type of objection?

Accepted Answer

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

Question 19

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

Accepted Answer

A) True 
 B)False

Question 20

A buyer who says "We have a better offer from your competitor" is likely expressing a(n) ____ objection.

Accepted Answer

A)  Price 
B)  Time 
C)  Source 
D)  Need 
E)  Product 
A)  Price 
B)  Time 
C)  Source 
D)  Need 
E)  Product

A buyer saying "The price is higher than I thought it would be" should be viewed by the salesperson as a(n) ____.

______________ objection is resistance to a product that results when a buyer has never heard of or is not familiar with the products company.

When dealing with buyer objections, it is a good idea to use the Forestalling method most of the time.

One of the reasons (provided the text) that prospects raise objections is "the salesperson has failed to prospect and ______________an properly)."

A salesperson counterbalancing the objection with an offsetting benefit is using the _____________method of handling objections.

The "L" in LAARC stands for Listen.

A buyer saying "The problem is the specifications do not match what we have now" is expressing which type of objection?

When salespeople relate the initial sales resistance and subsequent acceptance and positive outcome experienced by a previous customer in an effort to secure commitment with a current prospect, the salesperson is using the ____________ method of earning commitment.

A buyer who says "Your company is too small to meet my needs" is expressing a(n) ____ objection.

When dealing with buyer objections, it is a good idea to use the Forestalling method most of the time.

When presenting solutions, Chris (a salesperson) often has to handle buyer resistance. Buyer resistance is typically referred to a(n) _____________.

Questions asked by the salesperson designed to elicit how far along the prospect is in his/her decision making are called ____.

"Always Be Closing" is a good motto for salespeople involved in relational selling.

Which of the following is not a common reason why prospects raise objections?

One of the reasons (provided the text) that prospects raise objections is "objecting is a matter of _____________"

Which of the following phrases should salespeople involved in relational selling try to remember?

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

"Give me a couple of weeks to think it over" is an example of which type of objection?

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

A buyer who says "We have a better offer from your competitor" is likely expressing a(n) ____ objection.

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

A buyer saying "The price is higher than I thought it would be" should be viewed by the salesperson as a(n) ____.

______________ objection is resistance to a product that results when a buyer has never heard of or is not familiar with the products company.

When dealing with buyer objections, it is a good idea to use the Forestalling method most of the time.

One of the reasons (provided the text) that prospects raise objections is "the salesperson has failed to prospect and ______________an properly)."

A salesperson counterbalancing the objection with an offsetting benefit is using the _____________method of handling objections.

The "L" in LAARC stands for Listen.

A buyer saying "The problem is the specifications do not match what we have now" is expressing which type of objection?

When salespeople relate the initial sales resistance and subsequent acceptance and positive outcome experienced by a previous customer in an effort to secure commitment with a current prospect, the salesperson is using the ____________ method of earning commitment.

A buyer who says "Your company is too small to meet my needs" is expressing a(n) ____ objection.

When dealing with buyer objections, it is a good idea to use the Forestalling method most of the time.

When presenting solutions, Chris (a salesperson) often has to handle buyer resistance. Buyer resistance is typically referred to a(n) _____________.

Questions asked by the salesperson designed to elicit how far along the prospect is in his/her decision making are called ____.

"Always Be Closing" is a good motto for salespeople involved in relational selling.

Which of the following is not a common reason why prospects raise objections?

One of the reasons (provided the text) that prospects raise objections is "objecting is a matter of _____________"

Which of the following phrases should salespeople involved in relational selling try to remember?

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

"Give me a couple of weeks to think it over" is an example of which type of objection?

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

A buyer who says "We have a better offer from your competitor" is likely expressing a(n) ____ objection.

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