Question 1

In order to effectively respond to objections, salespeople must be good listeners.

Accepted Answer

A) True 
 B)False

Question 2

In order to effectively respond to objections, salespeople must be good listeners.

Accepted Answer

A) True 
 B)False

Question 3

"How do I know you'll meet our delivery requirements?" is an example of a service objection.

Accepted Answer

A) True 
 B)False

Question 4

____________ ____________ refers to favorable statements a buyer makes during a sales presentation that signal buyer commitment.

Accepted Answer

The answer of ____________ ____________ refers to favorable statements a...

Question 5

If a customer is wrong about something when expressing resistance, the salesperson should consider using the Indirect Denial method before considering the Direct Denial method.

Accepted Answer

A) True 
 B)False

Question 6

After a buyer expresses an objection, it is inappropriate for the salesperson to ask the buyer probing questions.

Accepted Answer

A) True 
 B)False

Question 7

Gaining commitment should be a natural result if the salesperson has done a good job of uncovering needs, presenting appropriate solutions, and handling customer concerns.

Accepted Answer

A) True 
 B)False

Question 8

The assumptive close method for gaining commitment makes the assumption that the buyer wants to make a purchase.

Accepted Answer

A) True 
 B)False

Question 9

If a salesperson fails to earn the buyer's commitment, he/she should immediately?

Accepted Answer

A)  Attempt once again to gain the buyer's commitment (i.e., make a sale) 
B)  Thank the buyer for their time 
C)  Attempt to get another appointment with the buyer 
D)  Lower the price 
E)  None of the above

Question 10

A ___________objection is resistance to a product in which the buyer says that he or she does not need the product.

Accepted Answer

The answer of A ___________objection is resistance to a product...

Question 11

Which of the following is not a method for responding to objections?

Accepted Answer

A)  Forestalling 
B)  Direct denial 
C)  Translation 
D)  Transition 
E)  Compensation

Question 12

Using third-party reinforcement will always be effective in overcoming a buyer's resistance.

Accepted Answer

A) True 
 B)False

Question 13

____________ ____________ is a selling technique in which the salesperson asks the customer directly to buy.

Accepted Answer

The answer of ____________ ____________ is a selling technique in...

Question 14

When a customer says "Your prices are too high," it always means they have a price objection.

Accepted Answer

A) True 
 B)False

Question 15

Jeremy is interested in buying 10 cars for his company.He likes a particular car a salesperson is showing him but expresses concern about the fact that the car's engine isn't as powerful as others he was considering.Which of the following best illustrates the salesperson's use of the translation method to handle Jeremy's concern?

Accepted Answer

A)  Yes, the engine is less powerful, but the car comes with several other options you said you wanted. 
B)  Because the engine is less powerful it is more fuel efficient, and that means your company will save money. 
C)  You're mistaken; the engine has the same amount of power as the others you were considering. 
D)  Why do you want an engine that has more power? 
E)  None of the above illustrates the boomerang method.

Question 16

_____________ refers to a response to buyer objections in which the salesperson answers the objection during the presentation before the buyer has a chance to ask it.

Accepted Answer

The answer of _____________ refers to a response to buyer...

Question 17

One of the reasons (provided the text)that prospects raise objections is "the salesperson has failed to prospect and ______________an properly)."

Accepted Answer

The answer of One of the reasons (provided the text)that...

Question 18

Tracy is a salesperson for XYZ Computer Co.and is having trouble getting sales.Her customers consistently bring up need objections and she is rarely able to overcome them.Chances are Tracy ___________________.

Accepted Answer

A)  Needs to improve her prospecting and qualifying skills 
B)  Isn't spending enough time presenting the different features and benefits of her products 
C)  Needs to find a way to lower the price of her products 
D)  Just doesn't know the product well enough to sell it 
E)  Is working with customers who simply don't know what they need

Question 19

______________ ____________ is a selling technique in which the salesperson summarizes all the major benefits the buyer has confirmed over the course of the sales calls.

Accepted Answer

The answer of ______________ ____________ is a selling technique in...

Question 20

"I'm concerned that if we ever have trouble with a copier we buy from your company, you won't service it in a timely fashion" is an example of a product objection.

Accepted Answer

A) True 
 B)False

Exam 8: Addressing Concerns and Earning Commitment

In order to effectively respond to objections, salespeople must be good listeners.

In order to effectively respond to objections, salespeople must be good listeners.

"How do I know you'll meet our delivery requirements?" is an example of a service objection.

____________ ____________ refers to favorable statements a buyer makes during a sales presentation that signal buyer commitment.

If a customer is wrong about something when expressing resistance, the salesperson should consider using the Indirect Denial method before considering the Direct Denial method.

After a buyer expresses an objection, it is inappropriate for the salesperson to ask the buyer probing questions.

Gaining commitment should be a natural result if the salesperson has done a good job of uncovering needs, presenting appropriate solutions, and handling customer concerns.

The assumptive close method for gaining commitment makes the assumption that the buyer wants to make a purchase.

If a salesperson fails to earn the buyer's commitment, he/she should immediately?

A ___________objection is resistance to a product in which the buyer says that he or she does not need the product.

Which of the following is not a method for responding to objections?

Using third-party reinforcement will always be effective in overcoming a buyer's resistance.

____________ ____________ is a selling technique in which the salesperson asks the customer directly to buy.

When a customer says "Your prices are too high," it always means they have a price objection.

_____________ refers to a response to buyer objections in which the salesperson answers the objection during the presentation before the buyer has a chance to ask it.

One of the reasons (provided the text)that prospects raise objections is "the salesperson has failed to prospect and ______________an properly)."

Tracy is a salesperson for XYZ Computer Co.and is having trouble getting sales.Her customers consistently bring up need objections and she is rarely able to overcome them.Chances are Tracy ___________________.

______________ ____________ is a selling technique in which the salesperson summarizes all the major benefits the buyer has confirmed over the course of the sales calls.

"I'm concerned that if we ever have trouble with a copier we buy from your company, you won't service it in a timely fashion" is an example of a product objection.

refers to favorable statements a buyer makes during a sales presentation that signal buyer commitment.

is a selling technique in which the salesperson asks the customer directly to buy.

__ is a selling technique in which the salesperson summarizes all the major benefits the buyer has confirmed over the course of the sales calls.