Question 1

Salespeople should always be sensitive and aware of cultural differences when meeting potential clients.Which of the following is NOT an appropriate practice when negotiating with a business person from Beijing,China?

Accepted Answer

A)  value the relationship, it is a very important variable 
B)  you may have to develop lots of patience - don't rush the deal 
C)  emotional expression is culturally seen as a favourable trait 
D)  legal wordings in a contract are not of great importance 
E)  be prepared to spend a great amount of time socializing

Question 2

You have been trying to sell your company's security system to a prospect and have faced an objection you simply cannot overcome - you tried but regretfully,you are 100% sure the prospect will not buy from you.What should you do in this scenario?

Accepted Answer

A)  ask for the order anyway - you never know 
B)  move back into your presentation and represent the major customer benefits 
C)  assume you have encountered a hopeless objection 
D)  end the sales interview as quickly and politely as possible so you can move on to more likely prospects 
E)  ask for another appointment later

Question 3

Which of the following would you classify as two broad-categories of objections?

Accepted Answer

A)  situational and personal 
B)  practical and impractical 
C)  external and internal 
D)  major and minor 
E)  physiological and psychological

Question 4

Assume the prospect says,"I really like the ergonomic-design of the office furniture you are selling,but I need to ask my boss about it before I buy." According to the text,which of the following responses would NOT be an appropriate response for the salesperson to make?

Accepted Answer

A)  "What are some of the issues you want to talk to him about?" 
B)  "Did you need to ask about financing, or get his approval to buy?" 
C)  "Good! I'll call you tomorrow." 
D)  "If it was up to you, would you buy now?" 
E)  All of these would be appropriate responses.

Exam 10: Objections Address Your Prospects Concerns

Salespeople should always be sensitive and aware of cultural differences when meeting potential clients.Which of the following is NOT an appropriate practice when negotiating with a business person from Beijing,China?

You have been trying to sell your company's security system to a prospect and have faced an objection you simply cannot overcome - you tried but regretfully,you are 100% sure the prospect will not buy from you.What should you do in this scenario?

Which of the following would you classify as two broad-categories of objections?

Assume the prospect says,"I really like the ergonomic-design of the office furniture you are selling,but I need to ask my boss about it before I buy." According to the text,which of the following responses would NOT be an appropriate response for the salesperson to make?