Question 1

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

Accepted Answer

A) True 
 B)False

Question 2

According to the textbook, what is the term for a selling technique in which the salesperson asks the prospect to select from two or more choices during a sales presentation?

Accepted Answer

A)  direct commitment 
B)  summary commitment 
C)  assumptive close 
D)  alternative or legitimate choice 
A)  direct commitment 
B)  summary commitment 
C)  assumptive close 
D)  alternative or legitimate choice

Question 3

Kristy has followed the first three steps in the process recommended in the textbook for negotiating buyer resistance and believes that she fully understands the situation and the reasons behind her customer's objection. What should she do next?

Accepted Answer

A)  respond to the objection using the most appropriate method 
B)  reconcile the competing interests in the situation and come to a decision 
C)  restate her position on the issue and then ask for commitment 
D)  resume asking probing questions to look for an opening 
A)  respond to the objection using the most appropriate method 
B)  reconcile the competing interests in the situation and come to a decision 
C)  restate her position on the issue and then ask for commitment 
D)  resume asking probing questions to look for an opening

Question 4

Hillary has listened carefully to her customer's objection regarding the value of her service offering. Using the process recommended in the textbook for negotiating buyer resistance, what should she do next?

Accepted Answer

A)  assess the situation 
B)  acknowledge that she appreciates and understands the concern 
C)  address the issue directly 
D)  anticipate how the prospect will react to being proven incorrect 
A)  assess the situation 
B)  acknowledge that she appreciates and understands the concern 
C)  address the issue directly 
D)  anticipate how the prospect will react to being proven incorrect

Question 5

One method for gaining commitment involves the salesperson working with the buyer to list and compare the reasons that the buyer would and would not want to make a purchase.

Accepted Answer

A) True 
 B)False

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

According to the textbook, what is the term for a selling technique in which the salesperson asks the prospect to select from two or more choices during a sales presentation?

Kristy has followed the first three steps in the process recommended in the textbook for negotiating buyer resistance and believes that she fully understands the situation and the reasons behind her customer's objection. What should she do next?

Hillary has listened carefully to her customer's objection regarding the value of her service offering. Using the process recommended in the textbook for negotiating buyer resistance, what should she do next?

One method for gaining commitment involves the salesperson working with the buyer to list and compare the reasons that the buyer would and would not want to make a purchase.

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

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

According to the textbook, what is the term for a selling technique in which the salesperson asks the prospect to select from two or more choices during a sales presentation?

Kristy has followed the first three steps in the process recommended in the textbook for negotiating buyer resistance and believes that she fully understands the situation and the reasons behind her customer's objection. What should she do next?

Hillary has listened carefully to her customer's objection regarding the value of her service offering. Using the process recommended in the textbook for negotiating buyer resistance, what should she do next?

One method for gaining commitment involves the salesperson working with the buyer to list and compare the reasons that the buyer would and would not want to make a purchase.

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