Question 1

The "need objection" and "product objection" categories are essentially the same.

Accepted Answer

A) True 
 B)False

Question 2

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 3

____________ ____________ 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 4

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)  She may now ask for the order 
D)  The prospect wants her to stop 
E)  None of the above

Question 5

A _____________objection is sometimes used by buyers simply to get rid of salespeople so that the buyer does not have to reject the salesperson formally.

Accepted Answer

The answer of A _____________objection is sometimes used by buyers...

Question 6

Price objections are the most difficult to overcome.

Accepted Answer

A) True 
 B)False

Question 7

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 8

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 9

Acknowledging a buyer's expressed concern is important because doing so ____.

Accepted Answer

A)  Demonstrates understanding 
B)  Gives the salesperson time to begin assessing the resistance 
C)  Paves the way for telling the customer he or she is wrong 
D)  Both A and B 
E)  None of the above is correct.

Question 10

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

Accepted Answer

A) True 
 B)False

Question 11

______________ ____________ 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 12

_____________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 13

Tami is a new salesperson for ABC Industrial Equipment Co. and is concerned about her ability to handle objections. She is comforted somewhat by knowing that most objections fall into one of five categories. Which of the following is not one of those categories?

Accepted Answer

A)  Need objections 
B)  Product or service objections 
C)  Price objections 
D)  Company or source objections 
E)  All of the above are categories of objections

Question 14

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 15

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 16

In the LAARC process for handling buyer resistance, the first A stands for?

Accepted Answer

A)  Assess 
B)  Acknowledge 
C)  Address 
D)  Anticipate 
E)  Assign

Question 17

"Would you like to place an order today?" 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 18

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 19

Turning a reason not to buy into a recent to buy, reflects the ______________method of handling objections.

Accepted Answer

The answer of Turning a reason not to buy into...

Question 20

"Your prices are too high" is probably the most common type of objection.

Accepted Answer

A) True 
 B)False

Exam 8: Addressing Concerns and Earning Commitment

The "need objection" and "product objection" categories are essentially the same.

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.

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

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

A _____________objection is sometimes used by buyers simply to get rid of salespeople so that the buyer does not have to reject the salesperson formally.

Price objections are the most difficult to overcome.

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.

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 ___________________.

Acknowledging a buyer's expressed concern is important because doing so ____.

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

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

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

Tami is a new salesperson for ABC Industrial Equipment Co. and is concerned about her ability to handle objections. She is comforted somewhat by knowing that most objections fall into one of five categories. Which of the following is not one of those categories?

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

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

In the LAARC process for handling buyer resistance, the first A stands for?

"Would you like to place an order today?" is an example of which type of technique to earn commitment?

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

Turning a reason not to buy into a recent to buy, reflects the ______________method of handling objections.

"Your prices are too high" is probably the most common type of objection.