Question 1

If a buyer objects to gain more information,the possibility of getting commitment is good.

Accepted Answer

A) True 
 B)False

Question 2

The Interface carpet salesperson knew his prospect would be skeptical whether the carpet made from corn could be as soft and pliable as carpet made from nylon,so he brings both types of carpet to the sale and lets the buyer examine them closely.What was the carpet salesperson doing when he invited the buyer to look at the carpet before actually beginning his sales presentation?

Accepted Answer

He was forestalling an objecti

Question 3

Objections during a presentation show the prospect is paying attention.

Accepted Answer

A) True 
 B)False

Question 4

"You'll notice the trimming machine requires workers to pull two levers at the same time.Although this may appear inconvenient,it ensures that the worker's hands will not be caught in the blades." In this example,the salesperson is _____ an objection regarding the extra effort required to use the trimming machine.

Accepted Answer

A)  revisiting 
B)  denying 
C)  predicting 
D)  forestalling 
E)  passing-up 
A)  revisiting 
B)  denying 
C)  predicting 
D)  forestalling 
E)  passing-up

Question 5

What is the postponement method of responding to objections? What are its disadvantages?

Accepted Answer

In the early part of a sales interview,a

Question 6

Karen said to the sales rep of the resort,"Your resort is away from the city and does not provide pick-up and drop facilities." The sales rep replies,"Yes,I know our resort facility is away from the city.The serenity and beauty of this area is conducive to very productive executive retreats." The sales rep for the resort was using the _____ to deal with Karen's objections.

Accepted Answer

A)  submissive method 
B)  "turn the tables" method 
C)  compensation method 
D)  indirect denial method 
E)  acknowledgement method 
A)  submissive method 
B)  "turn the tables" method 
C)  compensation method 
D)  indirect denial method 
E)  acknowledgement method

Question 7

Dana sells a particular brand of ionomer resins,which are used in the packaging of meats.As she was making her sales presentation to the purchasing agent for a meat distributor,he said,"I sure do wish people would get over this idea that they only have to eat chicken.Good beef is getting harder and harder to find." Dana continued,"I enjoy a good steak myself." She paused briefly and then asked,"But,did you know that this brand can cut your packaging rejects in half?" In this scenario,Dana was using the _____ method to respond to this objection.

Accepted Answer

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

Question 8

As soon as Calvin recognizes the objection his prospect is presenting,he should interrupt and give his reply to save his prospect the trouble of presenting the whole comment.

Accepted Answer

A) True 
 B)False

Question 9

A prospect raises an objection,saying his 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 10

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 their responses to objections from prospects?

Accepted Answer

Some of the behaviors of successful sale

Question 11

Joe sells ergonomically-designed office furniture.Joe would find it easier to sell to a customer who:

Accepted Answer

A)  asked Joe if there were any financial benefits to buying the furniture. 
B)  sat quietly through the entire presentation. 
C)  spent time during the presentation looking at the fabric samples Joe had brought and did not ask questions. 
D)  stared out the window during the entire presentation. 
E)  kept answering calls on his phone during the presentation. 
A)  asked Joe if there were any financial benefits to buying the furniture. 
B)  sat quietly through the entire presentation. 
C)  spent time during the presentation looking at the fabric samples Joe had brought and did not ask questions. 
D)  stared out the window during the entire presentation. 
E)  kept answering calls on his phone during the presentation.

Question 12

When a prospect offers an opinion or a valid objection,what are the five methods a salesperson can use to respond to the objection?

Accepted Answer

The five common methods of res

Question 13

When selling to a group of buyers,if one person offers an objection,the seller should try to get a sense of whether the other buyers share the concern.

Accepted Answer

A) True 
 B)False

Question 14

At times a buyer voices opinion or concern more to vent frustration than anything else.When this occurs,the best strategy to use would be the _____ method.

Accepted Answer

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

Question 15

Constance sells a multilingual information service.She has just encountered a price objection from a prospective client.Applying the two-step approach to this objection,the first thing she should do is:

Accepted Answer

A)  try to look at the objection from the customer's viewpoint. 
B)  determine which services are most important to the average customer and sell them. 
C)  sell the importance of being able to communicate in multiple languages rather than the price. 
D)  adjust the presentation and offer fewer language options. 
E)  try to lower the price by eliminating certain services the prospect can perform in-house. 
A)  try to look at the objection from the customer's viewpoint. 
B)  determine which services are most important to the average customer and sell them. 
C)  sell the importance of being able to communicate in multiple languages rather than the price. 
D)  adjust the presentation and offer fewer language options. 
E)  try to lower the price by eliminating certain services the prospect can perform in-house.

Question 16

Gary objected to the high cost of the copier that Lynette was suggesting his office purchase.Lynette stated,"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 it has one of the two best maintenance records in the industry.This will assist you in meeting those critical production deadlines you told me about." Lynette is using the _____ method to respond to Gary.

Accepted Answer

A)  direct acceptance 
B)  pass-up 
C)  referral 
D)  revisit 
E)  compensation 
A)  direct acceptance 
B)  pass-up 
C)  referral 
D)  revisit 
E)  compensation

Question 17

In dealing with prospects and clients,an occasional white lie is an absolute necessity for continued relations.

Accepted Answer

A) True 
 B)False

Question 18

Discuss the importance of forestalling as a strategy.

Accepted Answer

Good salespeople,after a period of exper

Question 19

"Yes,sir,the lids on this brand of spray paint are very difficult to remove,and you'll be glad they are.They are made that way to prevent children who might sneak into your storage shed to play,spraying paint everywhere,accidentally harming themselves and so on." This retail sales rep is using the _____ to respond to an objection.

Accepted Answer

A)  submissive method 
B)  "turn the tables" method 
C)  compensation method 
D)  indirect denial method 
E)  revisit method 
A)  submissive method 
B)  "turn the tables" method 
C)  compensation method 
D)  indirect denial method 
E)  revisit method

Question 20

Price objections are best handled by lowering the price until the prospect is happy.

Accepted Answer

A) True 
 B)False

If a buyer objects to gain more information,the possibility of getting commitment is good.

Objections during a presentation show the prospect is paying attention.

What is the postponement method of responding to objections? What are its disadvantages?

As soon as Calvin recognizes the objection his prospect is presenting,he should interrupt and give his reply to save his prospect the trouble of presenting the whole comment.

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

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 their responses to objections from prospects?

Joe sells ergonomically-designed office furniture.Joe would find it easier to sell to a customer who:

When a prospect offers an opinion or a valid objection,what are the five methods a salesperson can use to respond to the objection?

When selling to a group of buyers,if one person offers an objection,the seller should try to get a sense of whether the other buyers share the concern.

At times a buyer voices opinion or concern more to vent frustration than anything else.When this occurs,the best strategy to use would be the _____ method.

Constance sells a multilingual information service.She has just encountered a price objection from a prospective client.Applying the two-step approach to this objection,the first thing she should do is:

In dealing with prospects and clients,an occasional white lie is an absolute necessity for continued relations.

Discuss the importance of forestalling as a strategy.

Price objections are best handled by lowering the price until the prospect is happy.

Selling and Salespeople

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

Strengthening 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

If a buyer objects to gain more information,the possibility of getting commitment is good.

Objections during a presentation show the prospect is paying attention.

What is the postponement method of responding to objections? What are its disadvantages?

As soon as Calvin recognizes the objection his prospect is presenting,he should interrupt and give his reply to save his prospect the trouble of presenting the whole comment.

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

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 their responses to objections from prospects?

Joe sells ergonomically-designed office furniture.Joe would find it easier to sell to a customer who:

When a prospect offers an opinion or a valid objection,what are the five methods a salesperson can use to respond to the objection?

When selling to a group of buyers,if one person offers an objection,the seller should try to get a sense of whether the other buyers share the concern.

At times a buyer voices opinion or concern more to vent frustration than anything else.When this occurs,the best strategy to use would be the _____ method.

Constance sells a multilingual information service.She has just encountered a price objection from a prospective client.Applying the two-step approach to this objection,the first thing she should do is:

In dealing with prospects and clients,an occasional white lie is an absolute necessity for continued relations.

Discuss the importance of forestalling as a strategy.

Price objections are best handled by lowering the price until the prospect is happy.

Selling and Salespeople

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

Strengthening 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