Question 1

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)...

Question 2

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

Accepted Answer

A) True 
 B)False

Question 3

When a buyer tells the salesperson "no," the salesperson should ask questions to find out why he or she is saying no.

Accepted Answer

A) True 
 B)False

Question 4

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

Accepted Answer

A) True 
 B)False

Question 5

A salesperson's ability to qualify prospects will often have an effect on the types of resistance the salesperson will face.

Accepted Answer

A) True 
 B)False

Question 6

A buyer saying "The price is higher than I thought it would be" should be viewed by the salesperson as a(n) ____.

Accepted Answer

A)  Green light statement 
B)  Red light statement 
C)  Yellow light 
D)  Commitment signal 
E)  None of the above are accurate

Question 7

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

Accepted Answer

A) True 
 B)False

Question 8

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

Accepted Answer

A) True 
 B)False

Question 9

Closing and gaining commitment are synonymous.

Accepted Answer

A) True 
 B)False

Question 10

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

Accepted Answer

A) True 
 B)False

Question 11

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 12

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

Accepted Answer

A) True 
 B)False

Question 13

Which of the following is not a technique for earning commitment?

Accepted Answer

A)  Direct Commitment 
B)  Translation 
C)  Summary commitment 
D)  Balance sheet commitment 
E)  Alternative choice

Question 14

"Give me a couple of weeks to think it over" is an example of which type of objection?

Accepted Answer

A)  Time 
B)  Price 
C)  No need 
D)  Product related 
E)  Service related

Question 15

The _____________ 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 The _____________ is a selling technique in...

Question 16

Which of the following is not a common reason why prospects raise objections?

Accepted Answer

A)  The prospect wants to avoid the sales interview 
B)  Objecting is a matter of custom 
C)  The prospect fails to recognize the need 
D)  The prospect lacks information 
E)  All of the above are common reasons why prospects raise objections.

Question 17

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 18

A salesperson that relates that others actually found their initial opinions to be unfounded is using the ____________________method of handling objections.

Accepted Answer

The answer of A salesperson that relates that others actually...

Question 19

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 20

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

Accepted Answer

A) True 
 B)False

Exam 8: Addressing Concerns and Earning Commitment

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

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

When a buyer tells the salesperson "no," the salesperson should ask questions to find out why he or she is saying no.

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

A salesperson's ability to qualify prospects will often have an effect on the types of resistance the salesperson will face.

A buyer saying "The price is higher than I thought it would be" should be viewed by the salesperson as a(n) ____.

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

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

Closing and gaining commitment are synonymous.

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

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

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

Which of the following is not a technique for earning commitment?

"Give me a couple of weeks to think it over" is an example of which type of objection?

The _____________ 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.

Which of the following is not a common reason why prospects raise objections?

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

A salesperson that relates that others actually found their initial opinions to be unfounded is using the ____________________method of handling objections.

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

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