Exam 10: Objections Address Your Prospects Concerns
Exam 1: The Life,times,and Career of the Professional Salesperson90 Questions
Exam 2: Ethics First Then Customer Relationships86 Questions
Exam 3: The Psychology of Selling: Why People Buy95 Questions
Exam 4: Communication for Successful Selling: How to Build Relationships113 Questions
Exam 5: Sales Knowledge: Customers, products, technologies101 Questions
Exam 6: Prospecting : The Lifeblood of Selling72 Questions
Exam 7: The Pre-Approach Planning Your Sales Call and Presentation113 Questions
Exam 8: The Approach: Begin Your Presentation Strategically72 Questions
Exam 9: The Presentation: Elements of Effective Persuasion87 Questions
Exam 10: Objections Address Your Prospects Concerns84 Questions
Exam 11: Closing the Beginning of a New Relationship91 Questions
Exam 12: Follow-Up Maintain and Strengthen the Relationship61 Questions
Exam 13: Time,Territory,and Self-Management71 Questions
Exam 14: Retail, business, services, and Nonprofit Selling84 Questions
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While you are discussing the energy efficiency of your company's golf carts with a prospect,she questions whether your carts are heavier than the competition's.You had not even planned to discuss the golf cart's weight.What should you do about this objection?
(Multiple Choice)
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Using direct denial tactics supported by facts may be a very effective tactic to overcome objections.
(True/False)
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"I do not want to do business with you or your company!" What type of an objection is this?
(Multiple Choice)
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The statement "What you're saying is that you want to get the best product for your money" is a good example of the "rephrase an objection" technique.
(True/False)
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What is a very effective objection handling technique that is partially designed to bring salespeople into harmony with their prospect?
(Multiple Choice)
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Identify and describe the four steps to effectively overcome objections?
(Essay)
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Imagine you are a salesperson for Labatt Breweries.Why should you listen to your prospect's objections and hear them out?
(Multiple Choice)
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Johnathan was almost finished with his sales presentation to the head procurement officer for a major hotel chain when the prospect stood and said,"Thank you for coming by,Johnathan!" What kind of objection is the salesperson experiencing?
(Multiple Choice)
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"No,I am not going to buy your engines - I heard from your competitor that your engines breakdown after 6 months."(Prospect)"Well,I can understand how you feel! Unfortunately,my competitor is not aware of the actual facts.We are so confident with the quality of our engines that we have increased our warranty period to 5 years on all parts and labour.No one in the industry even comes close." (Salesperson)What technique is the sales person using in this interaction with a prospect?
(Multiple Choice)
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Objections can be classified into two categories--practical and impractical.
(True/False)
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Describe the 5-step process used in dealing with difficult customers.
(Essay)
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Under what circumstances should hard ball techniques be avoided?
(Multiple Choice)
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In order to get sales,the salesperson must have the least expensive product to offer the prospective buyer.
(True/False)
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By acknowledging the buyer's viewpoint during the first step in responding to an objection,the salesperson is by default agreeing with the buyer's viewpoint.
(True/False)
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