Question 1

Briefly describe how a salesperson would use the boomerang method for dealing with prospect's objections?

Accepted Answer

With the boomerang method,the

Question 2

All salespersons will experience objections at some point in their careers.Which of the following is NOT included in the textbook as a major category of objections that all salespersons will experience?

Accepted Answer

A)  product objections 
B)  environmental objections 
C)  stalling objections 
D)  no-need objections 
E)  source objections 
A)  product objections 
B)  environmental objections 
C)  stalling objections 
D)  no-need objections 
E)  source objections

Question 3

Which of the following statements about the no-need objection is true?

Accepted Answer

A)  Some salespeople actually bring it on themselves. 
B)  The salesperson may be able to resurrect the presentation by asking questions. 
C)  No-need objections are especially tricky because they may also include a hidden objection. 
D)  No-need objections are especially tricky because they may also include a stall. 
E)  All of these choices are correct. 
A)  Some salespeople actually bring it on themselves. 
B)  The salesperson may be able to resurrect the presentation by asking questions. 
C)  No-need objections are especially tricky because they may also include a hidden objection. 
D)  No-need objections are especially tricky because they may also include a stall. 
E)  All of these choices are correct.

Question 4

Beth sells a line of ladders to distribution centres.When responding to a centre owner's objections about the safety of her product line,Beth shows the customer a report from an Occupational Safety and Health report that shows the ladders to be as safe as Beth claims they are.What technique is Beth using?

Accepted Answer

A)  jury of peers' opinion method 
B)  outside reference technique 
C)  third party answer technique 
D)  boomerang method 
E)  counterbalance method 
A)  jury of peers' opinion method 
B)  outside reference technique 
C)  third party answer technique 
D)  boomerang method 
E)  counterbalance method

Question 5

How does the buyer calculate cost? Can the cost be reduced by NOT decreasing the price paid for the product?

Accepted Answer

The buyer calculates cost by c

Question 6

Which of the following is NOT a tip offered in the textbook which may help a salesperson successfully handle objections?

Accepted Answer

A)  Objections are going to happen - plan for them 
B)  Make sure you understand the true objection - ask for clarification if needed 
C)  Use a trial close to confirm you have overcome an objection 
D)  Use the 25% rule - it will overcome most overt objections 
E)  Use forestalling techniques in overcoming objections 
A)  Objections are going to happen - plan for them 
B)  Make sure you understand the true objection - ask for clarification if needed 
C)  Use a trial close to confirm you have overcome an objection 
D)  Use the 25% rule - it will overcome most overt objections 
E)  Use forestalling techniques in overcoming objections

Question 7

The textbook offers a series of tips relating to bringing up the product price in a positive light.Which of the following statements are NOT considered best practices to use with a prospect?

Accepted Answer

A)  "our rates are only 1% above prime rates" 
B)  "we offer various monthly payment plans that will appeal to you" 
C)  "you can pay the full price over a series of payments" 
D)  "the payment is only $200.00 per month" 
E)  "we will offer you $2500.00 to trade in your existing car" 
A)  "our rates are only 1% above prime rates" 
B)  "we offer various monthly payment plans that will appeal to you" 
C)  "you can pay the full price over a series of payments" 
D)  "the payment is only $200.00 per month" 
E)  "we will offer you $2500.00 to trade in your existing car"

Question 8

A salesperson should be prepared to respond to a prospect's objection at any time during the presentation,even when he first walks in the door.

Accepted Answer

A) True 
 B)False

Question 9

A salesperson with a large consumer products manufacturer,such as P&G or McCain Foods,should be ready for the stalling type of objection when selling a new product.That said,this type of objection tactic is NOT common.

Accepted Answer

A) True 
 B)False

Question 10

You are aware one of your competitors has been unethical telling wholesalers that your companies' computers use sub-optional parts in the manufacturing process,causing your computers to operate at a higher temperature impacting the computers' performance.You are about to visit one of your regular wholesalers and want to forestall this objection.What could you do to prepare for this objection?

Accepted Answer

A)  use the boomerang technique 
B)  the relationship you have developed with the wholesaler will overcome any perceived quality issue 
C)  get your manager to approve a price discount if needed to facilitate a re-order 
D)  include a strong evidence statement in your presentation and be prepared to back it up 
E)  none of these choices are correct 
A)  use the boomerang technique 
B)  the relationship you have developed with the wholesaler will overcome any perceived quality issue 
C)  get your manager to approve a price discount if needed to facilitate a re-order 
D)  include a strong evidence statement in your presentation and be prepared to back it up 
E)  none of these choices are correct

Question 11

If during the sales presentation the prospect is quiet it usually means they are going to buy from you.Therefore,keep your presentation going and ask for the business as quickly as possible.

Accepted Answer

A) True 
 B)False

Question 12

All objections raised during a sales presentation should be addressed,unless the objection relates a product issue.Those should only be addressed at the end of the presentation.

Accepted Answer

A) True 
 B)False

Question 13

The purpose of the "rephrase an objection" technique is to help the buyer better understand your product's benefits.

Accepted Answer

A) True 
 B)False

Question 14

An effective way to respond to some objections is to use someone else's experience as your evidence.A sales person may use the following statement to emphasize this method,"You know,one of my best customers brought up that exact point before putting in a large order.Today,he provides me with the most referrals." What kind of method is this salesperson using to overcome objections?

Accepted Answer

A)  jury of executive opinion method 
B)  outside reference technique 
C)  third party answer technique 
D)  boomerang method 
E)  counterbalance method 
A)  jury of executive opinion method 
B)  outside reference technique 
C)  third party answer technique 
D)  boomerang method 
E)  counterbalance method

Question 15

Which of the following statements helps the salesperson identify the sales stage the prospect has reached?

Accepted Answer

A)  a sales statement 
B)  buyer postponement 
C)  a selling challenge 
D)  customer forestalling 
E)  a sales objection 
A)  a sales statement 
B)  buyer postponement 
C)  a selling challenge 
D)  customer forestalling 
E)  a sales objection

Question 16

"Yes,but would you not agree that it takes information,not time,to make a decision? What kind of information are you really looking for to make a good decision?" What method is being used to handle this objection?

Accepted Answer

A)  direct denial 
B)  anticipation 
C)  boomerang 
D)  forestalling 
E)  indirect denial 
A)  direct denial 
B)  anticipation 
C)  boomerang 
D)  forestalling 
E)  indirect denial

Question 17

There are four steps to objective handling.Which one of the following is NOT one of them?

Accepted Answer

A)  identify and clarify 
B)  acknowledge 
C)  meet the objection 
D)  close the deal 
E)  use a trial close 
A)  identify and clarify 
B)  acknowledge 
C)  meet the objection 
D)  close the deal 
E)  use a trial close

Question 18

The professional salesperson does NOT welcome sales objections.

Accepted Answer

A) True 
 B)False

Question 19

You have followed the first three steps and are preparing to move to the 4th step of effectively overcoming objections.What should you do in the 4th step?

Accepted Answer

A)  apply the FAB sequence 
B)  try to smoke out any hidden motives for buying 
C)  return to the SELL sequence 
D)  use a trial close 
E)  close the sale 
A)  apply the FAB sequence 
B)  try to smoke out any hidden motives for buying 
C)  return to the SELL sequence 
D)  use a trial close 
E)  close the sale

Question 20

Which of the following terms best describes a situation whereby the salesperson worked hard to arrive at a creative solution leading to buyer and seller walking away satisfied?

Accepted Answer

A)  win-lose 
B)  lose-lose 
C)  lose-win 
D)  win-win 
E)  win at all costs 
A)  win-lose 
B)  lose-lose 
C)  lose-win 
D)  win-win 
E)  win at all costs

Briefly describe how a salesperson would use the boomerang method for dealing with prospect's objections?

All salespersons will experience objections at some point in their careers.Which of the following is NOT included in the textbook as a major category of objections that all salespersons will experience?

Which of the following statements about the no-need objection is true?

How does the buyer calculate cost? Can the cost be reduced by NOT decreasing the price paid for the product?

Which of the following is NOT a tip offered in the textbook which may help a salesperson successfully handle objections?

The textbook offers a series of tips relating to bringing up the product price in a positive light.Which of the following statements are NOT considered best practices to use with a prospect?

A salesperson should be prepared to respond to a prospect's objection at any time during the presentation,even when he first walks in the door.

A salesperson with a large consumer products manufacturer,such as P&G or McCain Foods,should be ready for the stalling type of objection when selling a new product.That said,this type of objection tactic is NOT common.

If during the sales presentation the prospect is quiet it usually means they are going to buy from you.Therefore,keep your presentation going and ask for the business as quickly as possible.

All objections raised during a sales presentation should be addressed,unless the objection relates a product issue.Those should only be addressed at the end of the presentation.

The purpose of the "rephrase an objection" technique is to help the buyer better understand your product's benefits.

Which of the following statements helps the salesperson identify the sales stage the prospect has reached?

"Yes,but would you not agree that it takes information,not time,to make a decision? What kind of information are you really looking for to make a good decision?" What method is being used to handle this objection?

There are four steps to objective handling.Which one of the following is NOT one of them?

The professional salesperson does NOT welcome sales objections.

You have followed the first three steps and are preparing to move to the 4^th step of effectively overcoming objections.What should you do in the 4^th step?

Which of the following terms best describes a situation whereby the salesperson worked hard to arrive at a creative solution leading to buyer and seller walking away satisfied?

The Life,times,and Career of the Professional Salesperson

Ethics First Then Customer Relationships

The Psychology of Selling: Why People Buy

Communication for Successful Selling: How to Build Relationships

Sales Knowledge: Customers, products, technologies

Prospecting : The Lifeblood of Selling

The Pre-Approach Planning Your Sales Call and Presentation

The Approach: Begin Your Presentation Strategically

The Presentation: Elements of Effective Persuasion

Closing the Beginning of a New Relationship

Follow-Up Maintain and Strengthen the Relationship

Time,Territory,and Self-Management

Retail, business, services, and Nonprofit Selling

Filters

Exam 10: Objections Address Your Prospects Concerns

Briefly describe how a salesperson would use the boomerang method for dealing with prospect's objections?

All salespersons will experience objections at some point in their careers.Which of the following is NOT included in the textbook as a major category of objections that all salespersons will experience?

Which of the following statements about the no-need objection is true?

How does the buyer calculate cost? Can the cost be reduced by NOT decreasing the price paid for the product?

Which of the following is NOT a tip offered in the textbook which may help a salesperson successfully handle objections?

The textbook offers a series of tips relating to bringing up the product price in a positive light.Which of the following statements are NOT considered best practices to use with a prospect?

A salesperson should be prepared to respond to a prospect's objection at any time during the presentation,even when he first walks in the door.

A salesperson with a large consumer products manufacturer,such as P&G or McCain Foods,should be ready for the stalling type of objection when selling a new product.That said,this type of objection tactic is NOT common.

If during the sales presentation the prospect is quiet it usually means they are going to buy from you.Therefore,keep your presentation going and ask for the business as quickly as possible.

All objections raised during a sales presentation should be addressed,unless the objection relates a product issue.Those should only be addressed at the end of the presentation.

The purpose of the "rephrase an objection" technique is to help the buyer better understand your product's benefits.

Which of the following statements helps the salesperson identify the sales stage the prospect has reached?

"Yes,but would you not agree that it takes information,not time,to make a decision? What kind of information are you really looking for to make a good decision?" What method is being used to handle this objection?

There are four steps to objective handling.Which one of the following is NOT one of them?

The professional salesperson does NOT welcome sales objections.

You have followed the first three steps and are preparing to move to the 4th step of effectively overcoming objections.What should you do in the 4th step?

Which of the following terms best describes a situation whereby the salesperson worked hard to arrive at a creative solution leading to buyer and seller walking away satisfied?

The Life,times,and Career of the Professional Salesperson

Ethics First Then Customer Relationships

The Psychology of Selling: Why People Buy

Communication for Successful Selling: How to Build Relationships

Sales Knowledge: Customers, products, technologies

Prospecting : The Lifeblood of Selling

The Pre-Approach Planning Your Sales Call and Presentation

The Approach: Begin Your Presentation Strategically

The Presentation: Elements of Effective Persuasion

Closing the Beginning of a New Relationship

Follow-Up Maintain and Strengthen the Relationship

Time,Territory,and Self-Management

Retail, business, services, and Nonprofit Selling

Filters

You have followed the first three steps and are preparing to move to the 4^th step of effectively overcoming objections.What should you do in the 4^th step?