Question 1

Just before moving into the securing commitment and closing stage,a salesperson should:​

Accepted Answer

A) ​review with the customer all of the product's features and benefits. 
B) summarize the confirmed benefits. 
C) ​disclose the price of the product. 
D) ​remind the customer of their concerns. 
E) ​ listen to the customer's objections.

Question 2

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

Accepted Answer

A) True 
 B)False

Question 3

Mike is a sales representative for an industrial equipment company.He plans to meet as many prospective buyers as possible in order to reach his sales target.Mike can expect sales resistance from prospects when:​

Accepted Answer

A) ​they want to avoid the sales interview. 
B) they have all the information they require to make a decision. 
C) ​they are not happy with the product they are currently using. 
D) ​they have been properly qualified by him. 
E) ​they recognize a need for the product he is offering.

Question 4

​Brian is a salesperson for a payroll processing company.He has found that a few of his prospects raise objections even when it is clear that the solution he is presenting will work and is worth the price.The prospects feel comfortable with their current payroll processing systems,and are hesitant to adopt the new technique proposed by Brian.In this scenario,which of the following is most likely a reason the prospects raise objections?

Accepted Answer

A) ​The prospects want to avoid the sales interview. 
B) The prospects fail to recognize a need. 
C) ​The prospects lack information. 
D) ​The prospects resist change. 
E) ​The prospects believe the price is too high.

Question 5

A(n)_________ is a selling technique in which a salesperson relates how one of his or her customers had a problem similar to the prospect's and solved it by using the salesperson's product.

Accepted Answer

The answer of A(n)_________ is a selling technique in which...

Question 6

If a salesperson fails to earn a buyer's commitment initially,he or she should:​

Accepted Answer

A) ​attempt once again to gain the buyer's commitment. 
B) thank the buyer for his or her time. 
C) ​attempt to get another appointment with the buyer. 
D) ​ask a series of questions to reveal why the buyer is resistant. 
E) ​explain the features and benefits of the product again.

Question 7

The statement "Let us make a list of the pros and cons associated with purchasing my product" is an example of which of the following types of techniques to earn commitment?​

Accepted Answer

A) ​The direct commitment technique 
B) The boomerang method technique 
C) ​The summary commitment technique 
D) ​The balance sheet commitment technique 
E) ​The alternative choice technique

Question 8

A prospect who _____ will say no during the first few calls to test the salesperson's persistence.​

Accepted Answer

A) ​resists change because he or she dislikes making decisions 
B) objects because it is a matter of custom 
C) ​has not been properly qualified 
D) ​wants to avoid the sales interview 
E) ​fails to recognize a need

Question 9

When a buyer says,"The problem is that the specifications do not match what we have now," he or she is expressing which of the following types of objections?​

Accepted Answer

A) ​A time objection 
B) A price objection 
C) ​A need objection 
D) ​A company objection 
E) ​A product objection

Question 10

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

Accepted Answer

A) True 
 B)False

Question 11

_________ is resistance to a product based on the cost of the product being too high for a buyer.

Accepted Answer

The answer of _________ is resistance to a product based...

Question 12

_________ is a selling technique in which the salesperson asks the prospect to select from two or more choices during a sales presentation.​

Accepted Answer

The answer of _________ is a selling technique in which...

Question 13

Traditional techniques for gaining commitment are still viewed as effective by most professional buyers today.

Accepted Answer

A) True 
 B)False

Exam 8: Addressing Concerns and Earning Commitment

Just before moving into the securing commitment and closing stage,a salesperson should:​

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

Mike is a sales representative for an industrial equipment company.He plans to meet as many prospective buyers as possible in order to reach his sales target.Mike can expect sales resistance from prospects when:​

A(n)_________ is a selling technique in which a salesperson relates how one of his or her customers had a problem similar to the prospect's and solved it by using the salesperson's product.

If a salesperson fails to earn a buyer's commitment initially,he or she should:​

The statement "Let us make a list of the pros and cons associated with purchasing my product" is an example of which of the following types of techniques to earn commitment?​

A prospect who _____ will say no during the first few calls to test the salesperson's persistence.​

When a buyer says,"The problem is that the specifications do not match what we have now," he or she is expressing which of the following types of objections?​

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

_________ is resistance to a product based on the cost of the product being too high for a buyer.

_________ is a selling technique in which the salesperson asks the prospect to select from two or more choices during a sales presentation.​

Traditional techniques for gaining commitment are still viewed as effective by most professional buyers today.

Just before moving into the securing commitment and closing stage,a salesperson should:

Mike is a sales representative for an industrial equipment company.He plans to meet as many prospective buyers as possible in order to reach his sales target.Mike can expect sales resistance from prospects when:

If a salesperson fails to earn a buyer's commitment initially,he or she should:

The statement "Let us make a list of the pros and cons associated with purchasing my product" is an example of which of the following types of techniques to earn commitment?

A prospect who _____ will say no during the first few calls to test the salesperson's persistence.

When a buyer says,"The problem is that the specifications do not match what we have now," he or she is expressing which of the following types of objections?

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

_________ is a selling technique in which the salesperson asks the prospect to select from two or more choices during a sales presentation.