Question 1

Too often in sales we want to rush the process and trade an initial good feeling for a genuine buying signal.

Accepted Answer

A) True 
 B)False

Question 2

One method for gaining commitment involves the salesperson reviewing with the buyer all of the confirmed benefits.

Accepted Answer

A) True 
 B)False

Question 3

Which description best defines the meaning of a trial commitment?

Accepted Answer

A)  a final review with the customer of all of the product's features and benefits prior to asking for commitment 
B)  a prospect's agreement to try the product for a limited period of time with an option to return if not satisfied 
C)  questions asked to determine the prospect's readiness to buy 
D)  the seller's agreement to supply the product for a limited period of time on specified terms with an option to renew

Question 4

One of the critical components to making a sale is to listen. .

Accepted Answer

A) True 
 B)False

Question 5

After a buyer expresses an objection, it is inappropriate and often dangerous for the salesperson to ask the buyer probing questions.

Accepted Answer

A) True 
 B)False

Question 6

Antonio is salesperson for ABC Computing and is confronting an objection. Using the process recommended in the textbook for negotiating buyer resistance, what is the first thing he should do?

Accepted Answer

A)  listen 
B)  acknowledge 
C)  assess 
D)  respond

Question 7

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

Accepted Answer

A) True 
 B)False

Question 8

"How quickly can you deliver the product?" is an example of a trial commitment.

Accepted Answer

A) True 
 B)False

Question 9

Which type of objection is a buyer who says, "Your company is too small to meet my needs" raising?

Accepted Answer

A)  price 
B)  time 
C)  source 
D)  need

Question 10

In a discussion about sales resistance with his sales manager, Philippe has determined that some of his prospects have been avoiding the sales interview. Which strategy should he use to address this problem?

Accepted Answer

A)  provide the prospect with a good reason to want to see him and request an appointment 
B)  ask questions using the ADAPT or SPIN models to verify the prospect's interests 
C)  schedule regular sales visits with the prospect 
D)  make a sales presentation that clearly communicates a better solution to the buyer's problem

Question 11

What is the term for a response to buyer objections in which the salesperson counterbalances the objection with an offsetting benefit?

Accepted Answer

A)  translation or boomerang 
B)  questioning or assessing 
C)  indirect denial 
D)  compensation

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

The direct denial method is probably the safest objection-handling method for most types of sales resistance.

Accepted Answer

A) True 
 B)False

Question 14

What is the term for a traditional, and since discredited, sales closing technique in which the salesperson presumes that an agreement has been reached, places the order form in front of the buyer, and hands him or her a pen to sign it?

Accepted Answer

A)  standing-room-only close 
B)  assumptive close 
C)  fear or emotional close 
D)  continuous yes close

Question 15

The mark of a good salesperson is the ability to listen and determine the customer's needs.

Accepted Answer

A) True 
 B)False

Question 16

A buyer's resistance based on his or her loyalty to another supplier is generally easy to overcome.

Accepted Answer

A) True 
 B)False

Question 17

Marc, a salesperson for XYZ Furniture Shop, finds that most of his customers express resistance based on the fact that XYZ's delivery time is one week longer than most of its competitors. Marc usually handles that resistance by reviewing with the customers all of the confirmed benefits the product provides. Which method of handling resistance is Marc using?

Accepted Answer

A)  third-party reinforcement 
B)  indirect denial 
C)  compensation 
D)  translation or boomerang

Question 18

In a discussion about sales resistance with his sales manager, Kyle has determined that some of his prospects object because they do not recognize a need. Which strategy should he use to address this problem?

Accepted Answer

A)  continually work to add value by providing useful information 
B)  ask questions using the ADAPT or SPIN models to verify the prospect's interests 
C)  show evidence of a need that sparks the prospect's interest 
D)  make a sales presentation that clearly communicates a better solution to the buyer's problem

Question 19

Closing the sale and gaining commitment are synonymous.

Accepted Answer

A) True 
 B)False

Question 20

What is the term for a traditional, and since discredited, sales closing technique in which the salesperson puts a time limit on the client in an attempt to hurry the decision to close?

Accepted Answer

A)  standing-room-only close 
B)  assumptive close 
C)  fear or emotional close 
D)  continuous yes close

Exam 8: Addressing Concerns and Earning Commitment

Too often in sales we want to rush the process and trade an initial good feeling for a genuine buying signal.

One method for gaining commitment involves the salesperson reviewing with the buyer all of the confirmed benefits.

Which description best defines the meaning of a trial commitment?

One of the critical components to making a sale is to listen. .

After a buyer expresses an objection, it is inappropriate and often dangerous for the salesperson to ask the buyer probing questions.

Antonio is salesperson for ABC Computing and is confronting an objection. Using the process recommended in the textbook for negotiating buyer resistance, what is the first thing he should do?

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

"How quickly can you deliver the product?" is an example of a trial commitment.

Which type of objection is a buyer who says, "Your company is too small to meet my needs" raising?

In a discussion about sales resistance with his sales manager, Philippe has determined that some of his prospects have been avoiding the sales interview. Which strategy should he use to address this problem?

What is the term for a response to buyer objections in which the salesperson counterbalances the objection with an offsetting benefit?

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

The direct denial method is probably the safest objection-handling method for most types of sales resistance.

What is the term for a traditional, and since discredited, sales closing technique in which the salesperson presumes that an agreement has been reached, places the order form in front of the buyer, and hands him or her a pen to sign it?

The mark of a good salesperson is the ability to listen and determine the customer's needs.

A buyer's resistance based on his or her loyalty to another supplier is generally easy to overcome.

In a discussion about sales resistance with his sales manager, Kyle has determined that some of his prospects object because they do not recognize a need. Which strategy should he use to address this problem?

Closing the sale and gaining commitment are synonymous.

What is the term for a traditional, and since discredited, sales closing technique in which the salesperson puts a time limit on the client in an attempt to hurry the decision to close?