Question 1

Buyers may raise objections because it is customary to do so.

Accepted Answer

A) True 
 B)False

Question 2

Which of the following types of sales resistance is most common but usually not the most important issue?

Accepted Answer

A)  Quality concerns 
B)  Price concerns 
C)  Trust concerns 
D)  Performance concerns 
E)  Delivery concerns

Question 3

Relative to the Direct Denial method, Indirect Denial is generally a less risky method of handling resistance.

Accepted Answer

A) True 
 B)False

Question 4

Which of the following phrases should salespeople involved in relational selling try to remember?

Accepted Answer

A)  Always Be Closing (ABCs of Selling) 
B)  Never take no for an answer 
C)  Nobody likes to be sold, but everybody likes to buy 
D)  Show me an objection and I'll show you an interested buyer 
E)  All of the above

Question 5

_____________refers to a buyer's objections to a product or service during the sales presentation.

Accepted Answer

The answer of _____________refers to a buyer's objections to a...

Question 6

Statements from the buyer that indicate his/her interest in making a purchase are called ____.

Accepted Answer

A)  Purchase requests 
B)  Commitment signals 
C)  Objections 
D)  Trial commitments 
E)  All of the above

Question 7

Sales resistance is not a normal part of the sales process.

Accepted Answer

A) True 
 B)False

Question 8

Forestalling and "Coming-to-That" are essentially the same method for handling resistance.

Accepted Answer

A) True 
 B)False

Question 9

Buyer resistance to the progression of the sale is referred to as _____________.

Accepted Answer

A)  A threat to the sale 
B)  An objection 
C)  Interest 
D)  A buyer initiated challenge (BI
C)  
E)  Show stopper

Question 10

When a buyer says "no" to the salesperson's attempt to earn commitment, other than thanking the customer for their time, the salesperson's job is over.

Accepted Answer

A) True 
 B)False

Question 11

Today's buyers are more likely to be less tolerant of "closing techniques."

Accepted Answer

A) True 
 B)False

Question 12

"Close early and close often" is a good motto for salespeople involved in relational selling.

Accepted Answer

A) True 
 B)False

Question 13

When preparing for sales resistance, salespeople should remember ____.

Accepted Answer

A)  Sales resistance should be treated like a question 
B)  Sales resistance is normal part of the sales process 
C)  Sales resistance usually reflects interest in the product 
D)  Sales resistance means the buyer is at least somewhat involved in the presentation 
E)  All of the above

Question 14

When a buyer says "no" to the salesperson's attempt to earn commitment, the salesperson should ask questions to find out why he or she is saying no.

Accepted Answer

A) True 
 B)False

Question 15

One of the most difficult types of objections to overcome is one based on ____.

Accepted Answer

A)  Price 
B)  Quality 
C)  Performance 
D)  Loyalty to a competitor 
E)  All of the above are relatively easy to overcome

Question 16

After listening to and acknowledging the buyer's concern, Katie, a salesperson, should:

Accepted Answer

A)  Continue listening 
B)  Assess the objection 
C)  Acknowledge the objection 
D)  Respond to the objection 
E)  Change the subject of the conversation

Question 17

Red light statements made by the buyer indicate minor resistance and should be all but ignored by the salesperson.

Accepted Answer

A) True 
 B)False

Question 18

"Let's make a list of the pros and cons associated with purchasing my product" is an example of which type of technique to earn commitment?

Accepted Answer

A)  Direct commitment 
B)  Boomerang method 
C)  Summary commitment 
D)  Balance sheet commitment 
E)  Alternative choice

Exam 8: Addressing Concerns and Earning Commitment

Buyers may raise objections because it is customary to do so.

Which of the following types of sales resistance is most common but usually not the most important issue?

Relative to the Direct Denial method, Indirect Denial is generally a less risky method of handling resistance.

Which of the following phrases should salespeople involved in relational selling try to remember?

_____________refers to a buyer's objections to a product or service during the sales presentation.

Statements from the buyer that indicate his/her interest in making a purchase are called ____.

Sales resistance is not a normal part of the sales process.

Forestalling and "Coming-to-That" are essentially the same method for handling resistance.

Buyer resistance to the progression of the sale is referred to as _____________.

When a buyer says "no" to the salesperson's attempt to earn commitment, other than thanking the customer for their time, the salesperson's job is over.

Today's buyers are more likely to be less tolerant of "closing techniques."

"Close early and close often" is a good motto for salespeople involved in relational selling.

When preparing for sales resistance, salespeople should remember ____.

When a buyer says "no" to the salesperson's attempt to earn commitment, the salesperson should ask questions to find out why he or she is saying no.

One of the most difficult types of objections to overcome is one based on ____.

After listening to and acknowledging the buyer's concern, Katie, a salesperson, should:

Red light statements made by the buyer indicate minor resistance and should be all but ignored by the salesperson.

"Let's make a list of the pros and cons associated with purchasing my product" is an example of which type of technique to earn commitment?