Exam 8: Addressing Concerns and Earning Commitment

What is the term for a traditional, and since discredited, sales closing technique in which the salesperson seeks agreement on relatively minor issues associated with the full order?

Sales resistance is not a normal part of the sales process and should be avoided at all costs.

Gaining commitment should be a natural result if the salesperson has done a good job of uncovering needs, presenting appropriate solutions, and handling customer concerns.

What is the term for a traditional, and since discredited, sales closing technique that uses the principle that saying yes gets to be a habit (the salesperson asks a number of questions formulated so that the prospect continues to answer yes)?

If a salesperson fails to earn the buyer's commitment initially, what should he or she do next?

Howie has a testimonial from a highly respected customer that counters the rumour that Howie's company does not have a strong research and development department. With which of the following types of objection-handling methods is Howie most likely to use the testimonial?

What is the term for a selling technique in which the salesperson asks the customer directly to buy?

What is the term for a selling technique in which the salesperson summarizes all of the major benefits the buyer has confirmed during the sales dialogue?

What is the term for a traditional, and since discredited, sales closing technique in which the salesperson tells a story of something bad happening if the purchase is not made?

Which acronym represents the process for handling objections?

What is another term for buyer resistance to the progression of the sale?

In a discussion about sales resistance with his sales manager, Josh has determined that some of his prospects object as a matter of custom and are reluctant to buy on the first call. Which strategy should he use to address this problem?

Which technique for earning commitment is "Let's make a list of the pros and cons associated with purchasing my product" an example of?

What is the term for favourable statements a buyer makes during a sales presentation that suggest buyer commitment?

If a customer is wrong about something when expressing resistance, the salesperson should first consider using the indirect denial method before considering the direct denial method.

As suggested by the LAARC method, in order to effectively respond to objections, salespeople must be good listeners.

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

In comparison to the direct denial method, indirect denial is generally a less risky method of handling resistance.

"Your prices are too high" is probably the most common type of objection heard by salespeople.

Sylvie is a salesperson for ABC furniture supply and is having trouble getting sales. Her customers consistently bring up need objections and she is rarely able to overcome them. Which strategy should she work on?