Question 1

Which type of objection is a buyer raising when he or she expresses concern about the warranty offered by the seller?

Accepted Answer

A)  value objection 
B)  company or source objection 
C)  need objection 
D)  product or service objection 
A)  value objection 
B)  company or source objection 
C)  need objection 
D)  product or service objection

Question 2

Using third-party reinforcement will always be effective in overcoming a buyer's resistance.

Accepted Answer

A) True 
 B)False

Question 3

Which technique for earning commitment is "Would you like to place an order today?" an example of?

Accepted Answer

A)  direct commitment 
B)  continuous yes close 
C)  summary commitment 
D)  balance sheet commitment 
A)  direct commitment 
B)  continuous yes close 
C)  summary commitment 
D)  balance sheet commitment

Question 4

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

Accepted Answer

A) True 
 B)False

Question 5

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

Accepted Answer

A)  time 
B)  price 
C)  no need 
D)  product or service related 
A)  time 
B)  price 
C)  no need 
D)  product or service related

Question 6

The confirmed benefits of the greatest interest to the buyer deserve the greatest emphasis.

Accepted Answer

A) True 
 B)False

Question 7

In a discussion about sales resistance with her sales manager, Iman has determined that some of her prospects are weak or have not been qualified properly. Which strategy should she use to address this problem?

Accepted Answer

A)  provide the prospect with a good reason to want to see her and request an appointment 
B)  ask questions using the ADAPT or SPIN models to verify the prospect's interests 
C)  schedule regular sales visits with the prospect 
D)  make a sales presentation that clearly communicates a better solution to the buyer's problem 
A)  provide the prospect with a good reason to want to see her and request an appointment 
B)  ask questions using the ADAPT or SPIN models to verify the prospect's interests 
C)  schedule regular sales visits with the prospect 
D)  make a sales presentation that clearly communicates a better solution to the buyer's problem

Question 8

The LAARC method is a customer-oriented way to keep the sales dialogue positive while overcoming sales resistance.

Accepted Answer

A) True 
 B)False

Question 9

The introduction to Chapter 8 focused on FUSION Performance Marketing. What does Jim Micklos believe will help him earn commitment for his multi-million dollar deal?

Accepted Answer

A)  understanding of the customer's situation 
B)  understanding how much the customer's budget is 
C)  knowing the senior management of the team 
D)  knowing his product thoroughly 
A)  understanding of the customer's situation 
B)  understanding how much the customer's budget is 
C)  knowing the senior management of the team 
D)  knowing his product thoroughly

Question 10

What is the term for a response to buyer objections in which the salesperson tells the customer that he or she is wrong?

Accepted Answer

A)  translation or boomerang 
B)  forestalling 
C)  third-party reinforcement 
D)  direct denial 
A)  translation or boomerang 
B)  forestalling 
C)  third-party reinforcement 
D)  direct denial

Question 11

The difficulty for inexperienced salespeople is that buyers who do not raise objections are either ready to buy or just not interested.

Accepted Answer

A) True 
 B)False

Question 12

How should a salesperson view a buyer's statement of "The price is higher than I thought it would be"?

Accepted Answer

A)  as a buying signal indicating a moderate level of interest 
B)  as a red light statement indicating a buyer objection that needs to be addressed 
C)  as a yellow light suggesting that caution is warranted regarding this issue 
D)  as an indication that there has not been enough discussion regarding all of the features of the product 
A)  as a buying signal indicating a moderate level of interest 
B)  as a red light statement indicating a buyer objection that needs to be addressed 
C)  as a yellow light suggesting that caution is warranted regarding this issue 
D)  as an indication that there has not been enough discussion regarding all of the features of the product

Question 13

The "L" in LAARC stands for Listen.

Accepted Answer

A) True 
 B)False

Question 14

According to the textbook, which of the following phrases is most appropriate to today's environment of trust-based relationship selling?

Accepted Answer

A)  Always Be Closing. 
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 will show you an interested buyer. 
A)  Always Be Closing. 
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 will show you an interested buyer.

Question 15

"I have never heard of your company" is an example of a service objection.

Accepted Answer

A) True 
 B)False

Question 16

What is the term for a selling technique in which a salesperson asks the prospect to brainstorm reasons on paper of why and why not to buy?

Accepted Answer

A)  alternative or legitimate choice 
B)  boomerang method 
C)  summary commitment 
D)  T-account or balance sheet commitment 
A)  alternative or legitimate choice 
B)  boomerang method 
C)  summary commitment 
D)  T-account or balance sheet commitment

Question 17

Jennifer, a salesperson for ABC Industrial Equipment, likes to address certain known sources of buyer resistance before the buyer brings them up. Which method of handling resistance is Jennifer using?

Accepted Answer

A)  forestalling 
B)  compensation 
C)  translation or boomerang 
D)  coming-to-that 
A)  forestalling 
B)  compensation 
C)  translation or boomerang 
D)  coming-to-that

Question 18

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

Accepted Answer

A) True 
 B)False

Question 19

Time objections are often used by the buyer as stall tactics.

Accepted Answer

A) True 
 B)False

Question 20

When a customer says "Your prices are too high," it really means the prospect does not see the value in what is being offered.

Accepted Answer

A) True 
 B)False

Which type of objection is a buyer raising when he or she expresses concern about the warranty offered by the seller?

Using third-party reinforcement will always be effective in overcoming a buyer's resistance.

Which technique for earning commitment is "Would you like to place an order today?" an example of?

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

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

The confirmed benefits of the greatest interest to the buyer deserve the greatest emphasis.

In a discussion about sales resistance with her sales manager, Iman has determined that some of her prospects are weak or have not been qualified properly. Which strategy should she use to address this problem?

The LAARC method is a customer-oriented way to keep the sales dialogue positive while overcoming sales resistance.

The introduction to Chapter 8 focused on FUSION Performance Marketing. What does Jim Micklos believe will help him earn commitment for his multi-million dollar deal?

What is the term for a response to buyer objections in which the salesperson tells the customer that he or she is wrong?

The difficulty for inexperienced salespeople is that buyers who do not raise objections are either ready to buy or just not interested.

How should a salesperson view a buyer's statement of "The price is higher than I thought it would be"?

The "L" in LAARC stands for Listen.

According to the textbook, which of the following phrases is most appropriate to today's environment of trust-based relationship selling?

"I have never heard of your company" is an example of a service objection.

What is the term for a selling technique in which a salesperson asks the prospect to brainstorm reasons on paper of why and why not to buy?

Jennifer, a salesperson for ABC Industrial Equipment, likes to address certain known sources of buyer resistance before the buyer brings them up. Which method of handling resistance is Jennifer using?

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

Time objections are often used by the buyer as stall tactics.

When a customer says "Your prices are too high," it really means the prospect does not see the value in what is being offered.

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

Expanding Customer Relationships

Adding Value

Sales Management and Sales 2.0

Filters

Exam 8: Addressing Concerns and Earning Commitment

Which type of objection is a buyer raising when he or she expresses concern about the warranty offered by the seller?

Using third-party reinforcement will always be effective in overcoming a buyer's resistance.

Which technique for earning commitment is "Would you like to place an order today?" an example of?

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

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

The confirmed benefits of the greatest interest to the buyer deserve the greatest emphasis.

In a discussion about sales resistance with her sales manager, Iman has determined that some of her prospects are weak or have not been qualified properly. Which strategy should she use to address this problem?

The LAARC method is a customer-oriented way to keep the sales dialogue positive while overcoming sales resistance.

The introduction to Chapter 8 focused on FUSION Performance Marketing. What does Jim Micklos believe will help him earn commitment for his multi-million dollar deal?

What is the term for a response to buyer objections in which the salesperson tells the customer that he or she is wrong?

The difficulty for inexperienced salespeople is that buyers who do not raise objections are either ready to buy or just not interested.

How should a salesperson view a buyer's statement of "The price is higher than I thought it would be"?

The "L" in LAARC stands for Listen.

According to the textbook, which of the following phrases is most appropriate to today's environment of trust-based relationship selling?

"I have never heard of your company" is an example of a service objection.

What is the term for a selling technique in which a salesperson asks the prospect to brainstorm reasons on paper of why and why not to buy?

Jennifer, a salesperson for ABC Industrial Equipment, likes to address certain known sources of buyer resistance before the buyer brings them up. Which method of handling resistance is Jennifer using?

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

Time objections are often used by the buyer as stall tactics.

When a customer says "Your prices are too high," it really means the prospect does not see the value in what is being offered.

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

Expanding Customer Relationships

Adding Value

Sales Management and Sales 2.0

Filters