Question 1

The most straightforward method for earning commitment is?

Accepted Answer

A)  Assumptive Close 
B)  Minor-Points Close 
C)  T-Account Method 
D)  Success Story 
E)  Direct Commitment 
A)  Assumptive Close 
B)  Minor-Points Close 
C)  T-Account Method 
D)  Success Story 
E)  Direct Commitment

Question 2

After a buyer expresses an objection, it is inappropriate for the salesperson to ask the buyer probing questions.

Accepted Answer

A) True 
 B)False

Question 3

Which of the following types of sales resistance is most common but usually not the most important issue?

Accepted Answer

A)  Quality concerns 
B)  Price concerns 
C)  Trust concerns 
D)  Performance concerns 
E)  Delivery concerns 
A)  Quality concerns 
B)  Price concerns 
C)  Trust concerns 
D)  Performance concerns 
E)  Delivery concerns

Question 4

One of the reasons (provided in the text) that prospects raise objections is "the prospect resists ____________."

Accepted Answer

The answer of One of the reasons (provided in the...

Question 5

The Compensation method for handling objections turns a reason not to buy into a reason to buy.

Accepted Answer

A) True 
 B)False

Question 6

Ramon is salesperson for a technology consulting company and is confronting an objection. Once the buyer has expressed/stated the objection, Ramon should:

Accepted Answer

A)  Continue listening 
B)  Assess the objection 
C)  Acknowledge the objection 
D)  Respond to the objection 
E)  Change the subject of the conversation 
A)  Continue listening 
B)  Assess the objection 
C)  Acknowledge the objection 
D)  Respond to the objection 
E)  Change the subject of the conversation

Question 7

A salesperson asking the buyer "Do you see how this product will benefit your organization?" is using a ____.

Accepted Answer

A)  Commitment signal 
B)  Objection 
C)  Trial commitment 
D)  Confirmed benefit 
E)  None of the above are accurate 
A)  Commitment signal 
B)  Objection 
C)  Trial commitment 
D)  Confirmed benefit 
E)  None of the above are accurate

Question 8

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

Accepted Answer

A)  Forestall 
B)  Ask for the order 
C)  Respond to the objection 
D)  Listen carefully 
E)  Assess the objection 
A)  Forestall 
B)  Ask for the order 
C)  Respond to the objection 
D)  Listen carefully 
E)  Assess the objection

Question 9

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

Accepted Answer

A) True 
 B)False

Question 10

Buyers may raise objections because it is customary to do so.

Accepted Answer

A) True 
 B)False

Question 11

"Are you interested in the basic model or would you like the deluxe model?" 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 12

A buyer's resistance based on his or her loyalty to another supplier is generally easy to overcome.

Accepted Answer

A) True 
 B)False

Question 13

LAARC is an acronym for ____.

Accepted Answer

A)  Listen, acknowledge, assess, respond, confirm 
B)  Listen, assess, acknowledge, respond, confirm 
C)  Listen, ask, reply, confirm 
D)  Listen, ask, reply, consider 
E)  None of the above 
A)  Listen, acknowledge, assess, respond, confirm 
B)  Listen, assess, acknowledge, respond, confirm 
C)  Listen, ask, reply, confirm 
D)  Listen, ask, reply, consider 
E)  None of the above

Question 14

Becca is a salesperson for a payroll processing company. Becca has found that her prospects provide at least two objections even when they know they are going to make a purchase. Which of the following best explains why her prospects object?

Accepted Answer

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

Question 15

It is not uncommon for inexperienced salespeople to lose a sale because they are afraid to ask for the order.

Accepted Answer

A) True 
 B)False

Question 16

LAARC is an acronym for listen, ________________, assess, respond, and confirm that describes an effective process for salespeople to follow to overcome sales resistance.

Accepted Answer

The answer of LAARC is an acronym for listen, ________________,...

Question 17

Which of the following reasons for objections is most likely to result in a lost sale?

Accepted Answer

A)  The prospect wants to avoid the sales interview 
B)  Objecting is a matter of custom 
C)  The prospect is not a qualified prospect 
D)  The prospect resists change 
E)  The prospect lacks information 
A)  The prospect wants to avoid the sales interview 
B)  Objecting is a matter of custom 
C)  The prospect is not a qualified prospect 
D)  The prospect resists change 
E)  The prospect lacks information

Question 18

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

Accepted Answer

A)  Direct Commitment 
B)  Translation 
C)  Summary commitment 
D)  Balance sheet commitment 
E)  Alternative choice 
A)  Direct Commitment 
B)  Translation 
C)  Summary commitment 
D)  Balance sheet commitment 
E)  Alternative choice

Question 19

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

Accepted Answer

The answer of "A maintenance agreement should be included" reflects...

The most straightforward method for earning commitment is?

After a buyer expresses an objection, it is inappropriate for the salesperson to ask the buyer probing questions.

Which of the following types of sales resistance is most common but usually not the most important issue?

One of the reasons (provided in the text) that prospects raise objections is "the prospect resists ____________."

The Compensation method for handling objections turns a reason not to buy into a reason to buy.

Ramon is salesperson for a technology consulting company and is confronting an objection. Once the buyer has expressed/stated the objection, Ramon should:

A salesperson asking the buyer "Do you see how this product will benefit your organization?" is using a ____.

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

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

Buyers may raise objections because it is customary to do so.

"Are you interested in the basic model or would you like the deluxe model?" is an example of which type of technique to earn commitment?

A buyer's resistance based on his or her loyalty to another supplier is generally easy to overcome.

LAARC is an acronym for ____.

Becca is a salesperson for a payroll processing company. Becca has found that her prospects provide at least two objections even when they know they are going to make a purchase. Which of the following best explains why her prospects object?

It is not uncommon for inexperienced salespeople to lose a sale because they are afraid to ask for the order.

LAARC is an acronym for listen, ________________, assess, respond, and confirm that describes an effective process for salespeople to follow to overcome sales resistance.

Which of the following reasons for objections is most likely to result in a lost sale?

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

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

The most straightforward method for earning commitment is?

After a buyer expresses an objection, it is inappropriate for the salesperson to ask the buyer probing questions.

Which of the following types of sales resistance is most common but usually not the most important issue?

One of the reasons (provided in the text) that prospects raise objections is "the prospect resists ____________."

The Compensation method for handling objections turns a reason not to buy into a reason to buy.

Ramon is salesperson for a technology consulting company and is confronting an objection. Once the buyer has expressed/stated the objection, Ramon should:

A salesperson asking the buyer "Do you see how this product will benefit your organization?" is using a ____.

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

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

Buyers may raise objections because it is customary to do so.

"Are you interested in the basic model or would you like the deluxe model?" is an example of which type of technique to earn commitment?

A buyer's resistance based on his or her loyalty to another supplier is generally easy to overcome.

LAARC is an acronym for ____.

Becca is a salesperson for a payroll processing company. Becca has found that her prospects provide at least two objections even when they know they are going to make a purchase. Which of the following best explains why her prospects object?

It is not uncommon for inexperienced salespeople to lose a sale because they are afraid to ask for the order.

LAARC is an acronym for listen, ________________, assess, respond, and confirm that describes an effective process for salespeople to follow to overcome sales resistance.

Which of the following reasons for objections is most likely to result in a lost sale?

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

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