Question 1

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 2

When a buyer tells the salesperson "no," other than thanking the customer for their time the salesperson's job is over.

Accepted Answer

A) True 
 B)False

Question 3

The "L" in LAARC stands for Listen.

Accepted Answer

A) True 
 B)False

Question 4

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 5

Anthony is salesperson for XYZ Co. and is confronting an objection. The first thing Anthony needs to do is:

Accepted Answer

A)  Forestall 
B)  Ask for the order 
C)  Respond to the objection 
D)  Listen carefully 
E)  Assess the objection

Question 6

A ___________objection is resistance to a product in which a buyer does not like the way the product looks or feels.

Accepted Answer

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

Question 7

Stacey, a salesperson for XYZ Co. has just heard her prospect make a red light statement. This means:

Accepted Answer

A)  It is unlikely she will get the sale 
B)  She has another objection to handle 
C)  May ask for the order 
D)  The prospect wants her to stop 
E)  None of the above

Question 8

______________ 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 which...

Question 9

__________________ choice 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 __________________ choice is a selling technique in...

Question 10

"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

Question 11

The summary commitment method requires the salesperson to summarize all the benefits his/her product is capable of providing.

Accepted Answer

A) True 
 B)False

Question 12

Buyers may raise objections because they are resistant to change.

Accepted Answer

A) True 
 B)False

Question 13

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 14

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 15

"A maintenance agreement should be included" reflects the expression of a _____________objection.

Accepted Answer

The answer of "A maintenance agreement should be included" reflects...

Question 16

_____________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...

Exam 8: Addressing Concerns and Earning 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.

When a buyer tells the salesperson "no," other than thanking the customer for their time the salesperson's job is over.

The "L" in LAARC stands for Listen.

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 ___________________.

Anthony is salesperson for XYZ Co. and is confronting an objection. The first thing Anthony needs to do is:

A ___________objection is resistance to a product in which a buyer does not like the way the product looks or feels.

Stacey, a salesperson for XYZ Co. has just heard her prospect make a red light statement. This means:

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

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

"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?

The summary commitment method requires the salesperson to summarize all the benefits his/her product is capable of providing.

Buyers may raise objections because they are resistant to change.

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.

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

"A maintenance agreement should be included" reflects the expression of a _____________objection.

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