Question 1

The salesperson should postpone all the objections to the end of sales presentation to maintain control of the presentation.

Accepted Answer

A) True 
 B)False

Question 2

What is the best reason to listen to a prospect's objections carefully before responding?

Accepted Answer

A)  The prospect may not understand the difference between listening and hearing. 
B)  The Golden Rule of Selling emphasizes the importance of listening. 
C)  Timing and listening are critical to achieving short-term sales goals. 
D)  The salesperson could answer the wrong objection. 
E)  Many objections are practical ones. 
A)  The prospect may not understand the difference between listening and hearing. 
B)  The Golden Rule of Selling emphasizes the importance of listening. 
C)  Timing and listening are critical to achieving short-term sales goals. 
D)  The salesperson could answer the wrong objection. 
E)  Many objections are practical ones.

Question 3

You are a salesperson trying to sell traffic lights to a county government official, but you have become convinced that there is not going to be a purchase. If you are 100 percent sure that you cannot overcome your prospect's objection and the prospect is not going to buy at this time, you should:

Accepted Answer

A)  ask for the order anyway. 
B)  re-address major customer benefits. 
C)  assume you have encountered a hopeless objection. 
D)  end the sales interview as quickly and politely as possible. 
E)  ask for another appointment later and give the prospect a brochure. 
A)  ask for the order anyway. 
B)  re-address major customer benefits. 
C)  assume you have encountered a hopeless objection. 
D)  end the sales interview as quickly and politely as possible. 
E)  ask for another appointment later and give the prospect a brochure.

Question 4

________ objections are simply a smoke screen designed to get rid of a salesperson.

Accepted Answer

A)  Hidden 
B)  Product 
C)  Stalling 
D)  No-need 
E)  Money 
A)  Hidden 
B)  Product 
C)  Stalling 
D)  No-need 
E)  Money

Question 5

The ________ objection is used widely because it politely gets rid of the salesperson.

Accepted Answer

A)  Hidden 
B)  Open-ended 
C)  Source 
D)  No-need 
E)  Money 
A)  Hidden 
B)  Open-ended 
C)  Source 
D)  No-need 
E)  Money

Question 6

Alex sells veterinarian supplies. He has developed a close relationship with his customers. Which type of objection is Alex LEAST likely to hear when he tries to get one of his veterinarian customers to try a new type of shampoo that eliminates problems with ticks and fleas?

Accepted Answer

A)  No-need 
B)  Money 
C)  Source 
D)  Stalling 
E)  Product 
A)  No-need 
B)  Money 
C)  Source 
D)  Stalling 
E)  Product

Question 7

After responding to an objection, the salesperson should ask for the order.

Accepted Answer

A) True 
 B)False

Question 8

Ford sells tropical fish displays for offices. At the end of the sales presentation, the prospect says, "I just don't have room in my waiting area for a fish tank." Ford responded, "I certainly understand your point. Our larger tanks do take up a lot of space, but we do offer several smaller varieties that can fit in the wall and would have the same calming effect on your patients." What kind of an objection did the prospect use? What method was Ford using to handle an objection?

Accepted Answer

The prospect was rai

Question 9

The two broad categories of objections are ________, which can never be solved and ________, which can be answered.

Accepted Answer

A)  potential objections; actual objections 
B)  hopeless objections; true objections 
C)  superficial objections; actual objections 
D)  feigned objections; real objections 
E)  generic objections; specialized objections 
A)  potential objections; actual objections 
B)  hopeless objections; true objections 
C)  superficial objections; actual objections 
D)  feigned objections; real objections 
E)  generic objections; specialized objections

Question 10

The salesperson should hope that the prospect says nothing during her presentation so that she can give an uninterrupted sales presentation.

Accepted Answer

A) True 
 B)False

Question 11

Christopher Wright, a sales engineer of 3S Technologies, is preparing for a very important sales call and needs to be prepared for customer objections. What are the general guidelines that Christopher should review regarding how to handle objections?

Accepted Answer

Christopher should do the following to m

Question 12

A salesperson who handles an objection using a statement that begins with, "yes, but..." is using which method to handle customer's objections?

Accepted Answer

The salesp

Question 13

The most commonly postponed objection is the ________ objection.

Accepted Answer

A)  source 
B)  forestalling 
C)  no-need 
D)  product 
E)  price 
A)  source 
B)  forestalling 
C)  no-need 
D)  product 
E)  price

Question 14

What should a salesperson do after finishing the sales presentation?

Accepted Answer

A)  Use a trial close to determine the attitude of the product. 
B)  Wait for a positive response from the buyer. 
C)  Ask for the order after fully doing the presentation. 
D)  Ask questions to assess the amount of knowledge gained by the prospect. 
E)  Present proof statements. 
A)  Use a trial close to determine the attitude of the product. 
B)  Wait for a positive response from the buyer. 
C)  Ask for the order after fully doing the presentation. 
D)  Ask questions to assess the amount of knowledge gained by the prospect. 
E)  Present proof statements.

Question 15

Which of the following is most likely true about money objections?

Accepted Answer

A)  A money objection does not contain an economic excuse. 
B)  Money objections are overcome by stating the price early in a presentation. 
C)  A request for discount cannot be treated as a money objection. 
D)  By offering the lowest price a salesperson can trim down money objections. 
E)  There is no harm in revealing that a product is not the least expensive. 
A)  A money objection does not contain an economic excuse. 
B)  Money objections are overcome by stating the price early in a presentation. 
C)  A request for discount cannot be treated as a money objection. 
D)  By offering the lowest price a salesperson can trim down money objections. 
E)  There is no harm in revealing that a product is not the least expensive.

Question 16

The price-value formula:

Accepted Answer

A)  tries to translate features into advantages and advantages into benefits. 
B)  is the answer to "your price is too high" objection. 
C)  is a description of the buyer's thinking process and an explanation of why price objection is heard so often. 
D)  connects cost, value, and price. Cost and price can vary but value cannot. 
E)  is generally used when the buyer is convinced that the buying the product is a good deal. 
A)  tries to translate features into advantages and advantages into benefits. 
B)  is the answer to "your price is too high" objection. 
C)  is a description of the buyer's thinking process and an explanation of why price objection is heard so often. 
D)  connects cost, value, and price. Cost and price can vary but value cannot. 
E)  is generally used when the buyer is convinced that the buying the product is a good deal.

Question 17

What is the correct action for a salesperson to take if he or she is 100 percent sure that the prospect's objection cannot be overcome?

Accepted Answer

Always ask for the o

Question 18

A prospect says, "I cannot afford to pay $600 for this TV." A salesperson should feel confident that the prospect is setting a condition.

Accepted Answer

A) True 
 B)False

Question 19

Questions cannot be used to unveil objections.

Accepted Answer

A) True 
 B)False

Question 20

"Your competitor's product is better" This is an example of source objection.

Accepted Answer

A) True 
 B)False

The salesperson should postpone all the objections to the end of sales presentation to maintain control of the presentation.

What is the best reason to listen to a prospect's objections carefully before responding?

You are a salesperson trying to sell traffic lights to a county government official, but you have become convinced that there is not going to be a purchase. If you are 100 percent sure that you cannot overcome your prospect's objection and the prospect is not going to buy at this time, you should:

________ objections are simply a smoke screen designed to get rid of a salesperson.

The ________ objection is used widely because it politely gets rid of the salesperson.

Alex sells veterinarian supplies. He has developed a close relationship with his customers. Which type of objection is Alex LEAST likely to hear when he tries to get one of his veterinarian customers to try a new type of shampoo that eliminates problems with ticks and fleas?

After responding to an objection, the salesperson should ask for the order.

The two broad categories of objections are , which can never be solved and , which can be answered.

The salesperson should hope that the prospect says nothing during her presentation so that she can give an uninterrupted sales presentation.

Christopher Wright, a sales engineer of 3S Technologies, is preparing for a very important sales call and needs to be prepared for customer objections. What are the general guidelines that Christopher should review regarding how to handle objections?

A salesperson who handles an objection using a statement that begins with, "yes, but..." is using which method to handle customer's objections?

The most commonly postponed objection is the ________ objection.

What should a salesperson do after finishing the sales presentation?

Which of the following is most likely true about money objections?

The price-value formula:

What is the correct action for a salesperson to take if he or she is 100 percent sure that the prospect's objection cannot be overcome?

A prospect says, "I cannot afford to pay $600 for this TV." A salesperson should feel confident that the prospect is setting a condition.

Questions cannot be used to unveil objections.

"Your competitor's product is better" This is an example of source objection.

The Life, Times, and Career of the Professional Salesperson

Ethics First -Then Customer Relationships

The Psychology of Selling: Why People Buy

Communication for Relationship Building: Its Not All Talk

Sales Knowledge: Customers, Products, Technologies

Prospectingthe Lifeblood of Selling

Planning the Sales Call Is a Must

Carefully Select Which Sales Presentation Method to Use

Begin Your Presentation Strategically

Elements of a Great Sales Presentation

Closing Begins the Relationship

Service and Follow-Up for Customer Retention

Time, Territory, and Self-Management: Keys to Success

Filters

Exam 11: Welcome Your Prospects Objections

The salesperson should postpone all the objections to the end of sales presentation to maintain control of the presentation.

What is the best reason to listen to a prospect's objections carefully before responding?

You are a salesperson trying to sell traffic lights to a county government official, but you have become convinced that there is not going to be a purchase. If you are 100 percent sure that you cannot overcome your prospect's objection and the prospect is not going to buy at this time, you should:

________ objections are simply a smoke screen designed to get rid of a salesperson.

The ________ objection is used widely because it politely gets rid of the salesperson.

Alex sells veterinarian supplies. He has developed a close relationship with his customers. Which type of objection is Alex LEAST likely to hear when he tries to get one of his veterinarian customers to try a new type of shampoo that eliminates problems with ticks and fleas?

After responding to an objection, the salesperson should ask for the order.

The two broad categories of objections are ________, which can never be solved and ________, which can be answered.

The salesperson should hope that the prospect says nothing during her presentation so that she can give an uninterrupted sales presentation.

Christopher Wright, a sales engineer of 3S Technologies, is preparing for a very important sales call and needs to be prepared for customer objections. What are the general guidelines that Christopher should review regarding how to handle objections?

A salesperson who handles an objection using a statement that begins with, "yes, but..." is using which method to handle customer's objections?

The most commonly postponed objection is the ________ objection.

What should a salesperson do after finishing the sales presentation?

Which of the following is most likely true about money objections?

The price-value formula:

What is the correct action for a salesperson to take if he or she is 100 percent sure that the prospect's objection cannot be overcome?

A prospect says, "I cannot afford to pay $600 for this TV." A salesperson should feel confident that the prospect is setting a condition.

Questions cannot be used to unveil objections.

"Your competitor's product is better" This is an example of source objection.

The Life, Times, and Career of the Professional Salesperson

Ethics First -Then Customer Relationships

The Psychology of Selling: Why People Buy

Communication for Relationship Building: Its Not All Talk

Sales Knowledge: Customers, Products, Technologies

Prospectingthe Lifeblood of Selling

Planning the Sales Call Is a Must

Carefully Select Which Sales Presentation Method to Use

Begin Your Presentation Strategically

Elements of a Great Sales Presentation

Closing Begins the Relationship

Service and Follow-Up for Customer Retention

Time, Territory, and Self-Management: Keys to Success

Filters

The two broad categories of objections are , which can never be solved and , which can be answered.