Exam 10: Responding to Objections

Salespeople make the most use of the _____ method when a price objection occurs early in the presentation.

A product's value must be established before time is spent discussing price.

A prospect said,"No shoe company can provide shoes for every member of my crew.One of my crew members wears a size 5 narrow and another who is 6'4" has extremely huge feet.Hearing this,the salesperson responded,"I know different individuals can have varying shoe size ranges and that's exactly why you need to buy Red Wing shoes.We have several styles of work boots in every size imaginable." What method for handling objections did the salesperson use?

How are objections beneficial to salespeople?

No exact formula has been devised to separate excuses from real objections.

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

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

As Shirley 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 Shirley using to respond to this objection?

The proactive method of anticipating objections and answering them before the customer has a chance to raise them is known as:

Michael has just been hired as sales manager for Blackbeard,a new software company selling customized accounting systems for non-profit organizations.He is trying to anticipate objections customers will have toward his company's products.Explain the five major types of objections he should anticipate?

Which of the following illustrates the correct sequence for the referral method used by salespeople?

While a salesperson was trying to sell a new textbook,the professor began to complain about the rising cost of textbooks.The salesperson responded with: "Yeah,it's not cheap to get quality education these days." Then,after a pause,the salesperson continued,"Say,did I tell you who wrote the test bank that comes with this book?" Which method did the salesperson use to deal with this objection?

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

The acknowledge method of responding to objections should be used if the objection raised is factually incorrect.

If a prospect is hard to get along with or rude,then a long-term relationship cannot be established and the salesperson should move on to other prospects.

When using the revisit method of responding to objections,a salesperson responds to a buyer's objection at a later time during the presentation.

In which type of selling do salespeople have great difficulty establishing a need in the buyer's mind?

Ever since Alain was chosen as the sales rep to deal with Premier Meat Packers,he has had trouble with its purchasing agent who seems to resent the fact that Alain was born in France and speaks with a French accent.Alain lost a sale because the Premier agent contended that he couldn't understand Alain's accent.The agent thought Alain had promised delivery in two weeks,and the agent needed the order filled in two days.Due to problems like this and other condescending remarks made by the agent,a _____ is the best option for Alain's company.

Successful salespeople make sure they have the most current pricing information available to them.

Which of the following statements about objections is FALSE?