Exam 10: Responding to Objections

Kerry encounters far more objections at the point in a sales call when she actually attempts to gain buyer commitment than at any other time.This pattern suggests that she:

The worst type of objection a purchasing agent for a hospital could have is:

When a buyer asked the price of a particular model of meat slicer,a company's salesperson said,"If you don't mind,could we discuss that later,after I show you how this slicer can handle everything from steaks to onions." In this scenario,the salesperson was using the _____ method to respond to the buyer's objections.

Salespeople should do everything they can to encourage buyers to voice concerns or questions.

The price objection is very rarely raised by buyers when the salesperson tries to obtain commitment.

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?

When do buyers raise objections?

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

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

Responding to objections when selling to groups requires special attention.What strategies should be used to address objections in group sales presentations?

When Anton tries to convince supermarket owners to stock his company's new tea-flavored popsicles,he receives many objections because most of the owners are of the opinion that the flavor would not sell.In this scenario,Anton is engaged in:

Karla has just learned about the friendly silent questioning stare method (FSQS)of responding to objections.She uses it in a meeting with a prospect the next day.In this context,Karla is using a(n)_____ method of probing.

When responding to a buyer's objection,a salesperson should:

The acknowledge method is also known as the boomerang method.

April,a sales rep for Beta-Z Equipments,was recently assigned to work with Leapheart construction.Typically,Leapheart purchases about $15,000 worth of materials per quarter from Beta-Z,but since April took over as the sales rep to work with Leapheart,the volume has dropped drastically.Sam,the inventory manager at Leapheart,often ends April's sales calls saying something like,"Look,little lady,I don't need someone like you in here telling me how to build houses.Why don't you just run along and bake some cookies or something." April has been professional in every way,but now her manager believes that the client should be assigned to Wayne.This change is called a:

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

When the club pro says,"I am concerned that our club members will find the low center of gravity in the Taylor clubs mess up their golf swings," the Taylor salesperson responds,"I understand how you feel about this club.Another buyer felt the same way as you do until he tried the club for a month.He found the club easy to use and one that actually improved his average score." Which method of dealing with objections is the Taylor salesperson using?

One common method for dealing with a prospect's objections is the acknowledge method.When should this method NOT be used?

Alex,an employee of a radio station in San Francisco,sells advertising time to interested clients.While talking to a local retailer,Alex was told,"Your station's advertising time costs three times as much as the other radio stations." Alex responded,"If you look carefully at our rate card,you will see that the costs you refer to are only for prime time advertising.The rest of our rates are just as reasonable as the other stations,and we have twice as many listeners." Alex was using the _____ method to respond to a buyer's objections.

When a 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?