Question 1

Which of the following statements about objections is FALSE?

Accepted Answer

A) Objections present opportunities 
B) Prospects who object are showing some interest in your presentation 
C) The salesperson should be glad the prospect raised an objection 
D) Showing belligerence is an excellent way to encourage objections 
E) Real objections are logical to the prospect, no matter how they seem to the sales rep 
A) Objections present opportunities 
B) Prospects who object are showing some interest in your presentation 
C) The salesperson should be glad the prospect raised an objection 
D) Showing belligerence is an excellent way to encourage objections 
E) Real objections are logical to the prospect, no matter how they seem to the sales rep

Question 2

When dealing with the buyer's objections, successful salespeople do NOT:

Accepted Answer

A) develop and maintain a positive attitude about objections. 
B) relax and listen, never interrupt the buyer. 
C) postpone known concerns before they arise. 
D) make sure the objection is not just an excuse. 
E) anticipate objections in preparing helpful responses. 
A) develop and maintain a positive attitude about objections. 
B) relax and listen, never interrupt the buyer. 
C) postpone known concerns before they arise. 
D) make sure the objection is not just an excuse. 
E) anticipate objections in preparing helpful responses.

Question 3

The buyer for the motel chain that is considering the use of Interface carpet made from corn instead of the commonly used petroleum-based nylon has just raised an objection concerning the carpet's resiliency to stains. What should the Interface carpet salesperson do once he realizes that the buyer is expressing an objection?

Accepted Answer

Listen car

Question 4

Dhiresh is making a presentation to a group of buyers. He knows he will encounter objections. Which of the following is NOT one of the strategies he should use to address objections when selling to the group?

Accepted Answer

A) He should rephrase the objection and try to get a sense of whether other buyers share the concern. 
B) He should respond to the objection by addressing all of the buyers. 
C) He should make sure that all of the buyers are satisfied with his response before moving on in his presentation. 
D) He should focus his attention to the individual offering the objection and use either the postpone or acknowledge method of dealing with the objection. 
E) He should ask whether other buyers have the same problem. 
A) He should rephrase the objection and try to get a sense of whether other buyers share the concern. 
B) He should respond to the objection by addressing all of the buyers. 
C) He should make sure that all of the buyers are satisfied with his response before moving on in his presentation. 
D) He should focus his attention to the individual offering the objection and use either the postpone or acknowledge method of dealing with the objection. 
E) He should ask whether other buyers have the same problem.

Question 5

In the opening profile what advice does Rachel Gober offer for handling objections?

Accepted Answer

(1) anticipate objections and

Question 6

Responding to objections in a helpful manner requires careful thought and preparation. What are some of the traits and behaviors salespeople can commit to when preparing to respond to objections?

Accepted Answer

The text lists seven traits and behavior

Question 7

In sales you can expect objections at the beginning and the end of the sales cycle.

Accepted Answer

A) True 
 B)False

Question 8

Salespeople refer to concerns or questions raised by buyers as:

Accepted Answer

A) objections. 
B) stumbling blocks. 
C) grievances. 
D) skepticism. 
E) tribulations. 
A) objections. 
B) stumbling blocks. 
C) grievances. 
D) skepticism. 
E) tribulations.

Question 9

Direct denial should be avoided even for a false statement if the objection is of trivial importance to the buyer.

Accepted Answer

A) True 
 B)False

Question 10

Which of the following methods of handling an objection is NOT appropriate to deal with an opinion expressed by the prospect?

Accepted Answer

A) direct denial 
B) compensation 
C) revisit 
D) acknowledge 
E) postpone 
A) direct denial 
B) compensation 
C) revisit 
D) acknowledge 
E) postpone

Question 11

Which of the following would be classified as an objection related to the product?

Accepted Answer

A) "My company has always used Troy Refrigeration to repair our freezer display units." 
B) "I don't understand how your company's system can remove water vapor from our gas pipelines." 
C) "I recently heard that your company has had to declare bankruptcy." 
D) "I don't believe the money we would earn from using your company's sub sea oil production system would offset its costs." 
E) "I don't have the time to look at your company's line of laparoscopic surgical equipment today." 
A) "My company has always used Troy Refrigeration to repair our freezer display units." 
B) "I don't understand how your company's system can remove water vapor from our gas pipelines." 
C) "I recently heard that your company has had to declare bankruptcy." 
D) "I don't believe the money we would earn from using your company's sub sea oil production system would offset its costs." 
E) "I don't have the time to look at your company's line of laparoscopic surgical equipment today."

Question 12

When Anton was trying to convince supermarket owners to stock his company's new tea-flavored popsicles, he received many objections because most did not see a need for this product. Anton was engaged in:

Accepted Answer

A) initial marketing. 
B) pioneer selling. 
C) advocacy marketing. 
D) original selling. 
E) venture marketing. 
A) initial marketing. 
B) pioneer selling. 
C) advocacy marketing. 
D) original selling. 
E) venture marketing.

Question 13

When Gary objected to the high cost of the copier Wynette was suggesting his office purchase, she replied, "The initial price is one of the highest on the market, but this copier offers the fastest pages per minute output rates available on the market, and has one of the two best maintenance records in the industry, so you know you'll be able to meet those critical production deadlines you told me about." Wynette is using the _____ method to respond to Gary.

Accepted Answer

A) direct acceptance 
B) passover 
C) referral 
D) revisit 
E) compensation 
A) direct acceptance 
B) passover 
C) referral 
D) revisit 
E) compensation

Question 14

A prospect raises an objection, saying their customers do not care for your company's products. Create a referral response to the prospect's objection.

Accepted Answer

Answers will vary but should start with

Question 15

Salespeople should be careful about overusing the referral method of handling objections because it may appear to be phony to experienced buyers.

Accepted Answer

A) True 
 B)False

Question 16

In "Yes, You can Refuse to Do Business with a Prospect" the author suggests it is better to not do business with a customer than to create a dissatisfied customer.

Accepted Answer

A) True 
 B)False

Question 17

Which of the following would be classified as an objection to the company for whom the salesperson is selling?

Accepted Answer

A) "Isn't your company new in this field?" 
B) "How do I know you'll meet that delivery schedule?" 
C) "We can't make a reasonable profit if we have to pay that much for merchandise." 
D) "Sorry, we're all stocked up." 
E) "I was looking for a lighter shade of red." 
A) "Isn't your company new in this field?" 
B) "How do I know you'll meet that delivery schedule?" 
C) "We can't make a reasonable profit if we have to pay that much for merchandise." 
D) "Sorry, we're all stocked up." 
E) "I was looking for a lighter shade of red."

Question 18

Rhonda is suspicious about Adam's statement that his company cannot afford her product. Her precall research on the firm suggested not only do they need the new piece of equipment, but also that financing can be obtained from a local bank. In fact, the more she thinks about it, there was something about the tone of his voice that makes her believe this was just a(n) _____ to hide his real objection to buying.

Accepted Answer

A) explanation 
B) excuse 
C) motive 
D) thought 
E) objective 
A) explanation 
B) excuse 
C) motive 
D) thought 
E) objective

Question 19

Probing techniques can be both verbal and nonverbal.

Accepted Answer

A) True 
 B)False

Question 20

The greatest evidence of Margaret's sincerity in dealing with her customers will be:

Accepted Answer

A) letters from other customers she has satisfied. 
B) the things she says. 
C) her company's reputation. 
D) her actions. 
E) certifications she has earned. 
A) letters from other customers she has satisfied. 
B) the things she says. 
C) her company's reputation. 
D) her actions. 
E) certifications she has earned.

Which of the following statements about objections is FALSE?

When dealing with the buyer's objections, successful salespeople do NOT:

Dhiresh is making a presentation to a group of buyers. He knows he will encounter objections. Which of the following is NOT one of the strategies he should use to address objections when selling to the group?

In the opening profile what advice does Rachel Gober offer for handling objections?

Responding to objections in a helpful manner requires careful thought and preparation. What are some of the traits and behaviors salespeople can commit to when preparing to respond to objections?

In sales you can expect objections at the beginning and the end of the sales cycle.

Salespeople refer to concerns or questions raised by buyers as:

Direct denial should be avoided even for a false statement if the objection is of trivial importance to the buyer.

Which of the following methods of handling an objection is NOT appropriate to deal with an opinion expressed by the prospect?

Which of the following would be classified as an objection related to the product?

When Anton was trying to convince supermarket owners to stock his company's new tea-flavored popsicles, he received many objections because most did not see a need for this product. Anton was engaged in:

A prospect raises an objection, saying their customers do not care for your company's products. Create a referral response to the prospect's objection.

Salespeople should be careful about overusing the referral method of handling objections because it may appear to be phony to experienced buyers.

In "Yes, You can Refuse to Do Business with a Prospect" the author suggests it is better to not do business with a customer than to create a dissatisfied customer.

Which of the following would be classified as an objection to the company for whom the salesperson is selling?

Probing techniques can be both verbal and nonverbal.

The greatest evidence of Margaret's sincerity in dealing with her customers will be:

Selling and Sales-People

Ethical and Legal Issues in Selling

Buying Behavior and the Buying Process

Using Communication Principles to Build Relationships

Adaptive Selling for Relationship Building

Prospecting

Planning the Sales Call

Making the Sales Call

Strength-Ening the Presentation

Obtaining Commitment

Formal Negotiating

Building Partnering Relationships

Building Long-Term Partnerships

Managing Your Time and Territory

Managing Within Your Company

Managing Your Career

Filters

Exam 10: Responding to Objections

Which of the following statements about objections is FALSE?

When dealing with the buyer's objections, successful salespeople do NOT:

Dhiresh is making a presentation to a group of buyers. He knows he will encounter objections. Which of the following is NOT one of the strategies he should use to address objections when selling to the group?

In the opening profile what advice does Rachel Gober offer for handling objections?

Responding to objections in a helpful manner requires careful thought and preparation. What are some of the traits and behaviors salespeople can commit to when preparing to respond to objections?

In sales you can expect objections at the beginning and the end of the sales cycle.

Salespeople refer to concerns or questions raised by buyers as:

Direct denial should be avoided even for a false statement if the objection is of trivial importance to the buyer.

Which of the following methods of handling an objection is NOT appropriate to deal with an opinion expressed by the prospect?

Which of the following would be classified as an objection related to the product?

When Anton was trying to convince supermarket owners to stock his company's new tea-flavored popsicles, he received many objections because most did not see a need for this product. Anton was engaged in:

A prospect raises an objection, saying their customers do not care for your company's products. Create a referral response to the prospect's objection.

Salespeople should be careful about overusing the referral method of handling objections because it may appear to be phony to experienced buyers.

In "Yes, You can Refuse to Do Business with a Prospect" the author suggests it is better to not do business with a customer than to create a dissatisfied customer.

Which of the following would be classified as an objection to the company for whom the salesperson is selling?

Probing techniques can be both verbal and nonverbal.

The greatest evidence of Margaret's sincerity in dealing with her customers will be:

Selling and Sales-People

Ethical and Legal Issues in Selling

Buying Behavior and the Buying Process

Using Communication Principles to Build Relationships

Adaptive Selling for Relationship Building

Prospecting

Planning the Sales Call

Making the Sales Call

Strength-Ening the Presentation

Obtaining Commitment

Formal Negotiating

Building Partnering Relationships

Building Long-Term Partnerships

Managing Your Time and Territory

Managing Within Your Company

Managing Your Career

Filters