Exam 10: Responding to Objections

Ramiro is cold calling on prospects for his company's office canteen management service. Which of the following objections is he NOT likely to encounter?

When the prospect asked how quickly replacement parts for the wood laminating machine could be delivered in the event of a part failure, the salesperson said, "Before we discuss replacement parts, let me explain to you how my company's machine reduces waste to a minimum and still produces beautiful laminations." What method for handling an objection was used in this example?

Cory is making a presentation to a group of buyers from an agricultural co-op. One of the buyers offers an objection to Cory's products. What is the first thing Cory should do?

Objections during the presentation show the prospect is paying attention.

What can objections create for salespeople?

In the _____ method of handling objections, the salesperson tells the prospect the objection just presented is not true, but does so in a manner that softens the response.

As soon as Buddy recognizes the objection his prospect is presenting, he should give his reply to save his prospect from the trouble and wasted time of presenting the whole comment.

The _____ method of responding to objections acknowledges that the objection is valid, but then proceeds to offer some offsetting advantages of the good or service being sold.

According to the text, the use of a third-party testimonial letter strengthens the _____ method of responding to a prospect's objections.

"Yes, I realize that this ointment has a peculiar smell, and you'll be glad it does some night when a sleepy patient goes to brush his teeth and doesn't use the ointment because of its smell. As we both know that kind of thing does happen, and our ointment could make someone very sick." This retail sales rep is using the _____ method to respond to an objection.

Because her product is new and most potential buyers have never heard of it, Alberta can expect to encounter a lot of objections when she tries to set appointments.

"I realize that my company's bar code label printer is more expensive than others that you may be looking at, but the Tharp bar code label printer is designed for Microsoft Windows applications. Your employees will be able to learn how to operate our machine much faster than other brands because of their familiarity with Microsoft Windows. You won't experience any loss in productivity as this printer is brought into your system. It takes up to two weeks for employees to become comfortable using some of the other brand bar code label printers on the market." Which method for dealing with objections is the Tharp Systems salesperson using in this example?

Which of the following methods of handling a prospect's objection is only appropriate when the prospect's statement is blatantly untrue?

Which method for dealing with the prospect's objections shows the most explicit use of the multi-attribute model?

How do salespeople tell the difference between an excuse and a real objection?

What is the first trait salespeople need in handling objections?

Which of the following is an example of an objection related to the price?

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

Your buyer has just said, "Your machines break down more often than most of your major competitors' machines." You decide to reply using the indirect denial method to handle this objection. Which of the following statements is the best example of this method?

As Innam responded to the personnel director's concerns about changing to the health care plan her firm offered, she said, "I can see why you feel that way. We do have a lot of forms to fill out. Others felt the same way, but they found that it is not nearly as cumbersome as they expected. Here's a letter from . . . ." Which method is Innam using to respond to this objection?