Question 1

Why do some salespeople deal with an objection by rephrasing the objection as a question?

Accepted Answer

It is easier to answ

Question 2

Which of the following is an example of a psychological objection that a prospect who is talking to a salesperson of health and beauty aids might use?

Accepted Answer

A)  "Your company only makes deliveries weekly, and we need twice a week deliveries." 
B)  "My store is currently overstocked with cold remedies." 
C)  "Our store only sells a case of shampoo in a week." 
D)  "Your beauty aids are priced higher than your competitor's." 
E)  "I have a low opinion of salespeople from your firm." 
A)  "Your company only makes deliveries weekly, and we need twice a week deliveries." 
B)  "My store is currently overstocked with cold remedies." 
C)  "Our store only sells a case of shampoo in a week." 
D)  "Your beauty aids are priced higher than your competitor's." 
E)  "I have a low opinion of salespeople from your firm."

Question 3

Which of the following is an example of a source objection that a salesperson for a small publishing company might hear from a bookstore owner?

Accepted Answer

A)  "I only deal with large, well-established publishing companies." 
B)  "Your books are priced too high." 
C)  "I don't take risks with books by new authors." 
D)  "I am satisfied with the amount of stock I currently have." 
E)  "I'm too busy to talk to you now." 
A)  "I only deal with large, well-established publishing companies." 
B)  "Your books are priced too high." 
C)  "I don't take risks with books by new authors." 
D)  "I am satisfied with the amount of stock I currently have." 
E)  "I'm too busy to talk to you now."

Question 4

Give examples of practical and psychological objections.

Accepted Answer

Practical objections include price, prod

Question 5

List the six major categories of objections.

Accepted Answer

The six major categories of ob

Question 6

Assume that a salesperson has asked a prospect to buy three cases of Easter candy and the prospect responds with a stalling objection. The salesperson should then:

Accepted Answer

A)  present the benefits of purchasing now. 
B)  close again and test the reaction. 
C)  use a trial close. 
D)  agree and leave. 
E)  restart the presentation. 
A)  present the benefits of purchasing now. 
B)  close again and test the reaction. 
C)  use a trial close. 
D)  agree and leave. 
E)  restart the presentation.

Question 7

Most objections can be easily rephrased into questions.

Accepted Answer

A) True 
 B)False

Question 8

What is the salesperson's best course of action when dealing with a hidden objection?

Accepted Answer

A)  Using a trial close 
B)  Ignoring it until the buyer asks a question 
C)  Forestalling until the close 
D)  Trying to get the buyer to reveal it 
E)  Countering it by stalling during the sales presentation 
A)  Using a trial close 
B)  Ignoring it until the buyer asks a question 
C)  Forestalling until the close 
D)  Trying to get the buyer to reveal it 
E)  Countering it by stalling during the sales presentation

Question 9

As the restaurant equipment salesperson finished his basic presentation, his prospect said, "Sounds good. I really like what you had to say, and I know you have a good product, but I'm not interested now. Our present product works well. We will stay with it." Standing up to conclude the interview, the prospect says, "Thank you for coming by." What kind of objection is the salesperson experiencing?

Accepted Answer

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

Question 10

Do not deny objections even if they are based on incorrect information.

Accepted Answer

A) True 
 B)False

Question 11

________ refers to reaching an agreement mutually satisfactory to both buyer and seller.

Accepted Answer

A)  Collaboration 
B)  Strategic allying 
C)  Negotiation 
D)  Partnering 
E)  Networking 
A)  Collaboration 
B)  Strategic allying 
C)  Negotiation 
D)  Partnering 
E)  Networking

Question 12

The price/value formula teaches the professional salesperson to:

Accepted Answer

A)  smoke out stalling objections. 
B)  meet a money objection by increasing the perceived value of a product. 
C)  to handle objections in a specific order from hidden to price objections. 
D)  equate price and cost to potential buyers. 
E)  overcome objections as they arise. 
A)  smoke out stalling objections. 
B)  meet a money objection by increasing the perceived value of a product. 
C)  to handle objections in a specific order from hidden to price objections. 
D)  equate price and cost to potential buyers. 
E)  overcome objections as they arise.

Question 13

Money objections do not include economic excuses.

Accepted Answer

A) True 
 B)False

Question 14

A prospect's response during a sales presentation could be categorized as any of the following EXCEPT a(n):

Accepted Answer

A)  request for more information. 
B)  indirect suggestion. 
C)  hopeless objection. 
D)  condition of sale. 
E)  true objection. 
A)  request for more information. 
B)  indirect suggestion. 
C)  hopeless objection. 
D)  condition of sale. 
E)  true objection.

Question 15

Lowell is anticipating an objection from his prospect concerning the quality of the adhesives that his company sells. He plans to weave into the early part of his presentation the information about the product's recent "best buy" rating from a consumer information magazine before the prospect can bring up the quality issue. What method is he using for meeting this objection?

Accepted Answer

A)  Objection procrastination 
B)  Forestalling 
C)  Stalling 
D)  Postponing 
E)  Circular logic 
A)  Objection procrastination 
B)  Forestalling 
C)  Stalling 
D)  Postponing 
E)  Circular logic

Question 16

The prospect says, "Your company has only been in business for two years. I like to buy from established companies." The prospect is using a ________ objection.

Accepted Answer

A)  stalling 
B)  covert 
C)  no-need 
D)  hidden 
E)  source 
A)  stalling 
B)  covert 
C)  no-need 
D)  hidden 
E)  source

Question 17

James Anderson visits a hospital to sell functional trolleys. During his conversation with the buyer, he understands that the buyer is not seeing any product benefit and is seeing only the price. James' trolleys are not the cheapest available in the market. What action can be taken by James to overcome this situation?

Accepted Answer

A)  James can use the SELL sequence technique. 
B)  He can offer a discount to make the product competitive. 
C)  James cannot sell the product here as he has not qualified the prospect before that sales call. 
D)  James should visit the prospect regularly to build trust. 
E)  James can use a demonstration to convince the customer. 
A)  James can use the SELL sequence technique. 
B)  He can offer a discount to make the product competitive. 
C)  James cannot sell the product here as he has not qualified the prospect before that sales call. 
D)  James should visit the prospect regularly to build trust. 
E)  James can use a demonstration to convince the customer.

Question 18

The prospect tells the realtor, "I like the ranch-style house a lot, but I can get more space in the one the other real estate agent showed me and the price is $2,000 less." The salesperson replies, "Yes, but this house is about ten years newer, has more modern appliances, and is better insulated." What method is being used to handle this objection?

Accepted Answer

A)  Direct denial 
B)  Anticipation 
C)  Boomerang 
D)  Forestalling 
E)  Indirect denial 
A)  Direct denial 
B)  Anticipation 
C)  Boomerang 
D)  Forestalling 
E)  Indirect denial

Question 19

In planning a sales presentation, the salesperson should think of reasons why a prospect might not buy.

Accepted Answer

A) True 
 B)False

Question 20

As a salesperson, you must sometimes deal with a prospect's objections to legitimate, negative consequences of making a purchase. Often, what you'll do is justify those negative consequences with several benefits, which you hope will outweigh the negatives in your prospect's mind. This system of handling objections is called the:

Accepted Answer

A)  compensation method. 
B)  scales of justice technique. 
C)  yo-yo technique. 
D)  refraction method. 
E)  double indemnity technique. 
A)  compensation method. 
B)  scales of justice technique. 
C)  yo-yo technique. 
D)  refraction method. 
E)  double indemnity technique.

Why do some salespeople deal with an objection by rephrasing the objection as a question?

Which of the following is an example of a psychological objection that a prospect who is talking to a salesperson of health and beauty aids might use?

Which of the following is an example of a source objection that a salesperson for a small publishing company might hear from a bookstore owner?

Give examples of practical and psychological objections.

List the six major categories of objections.

Assume that a salesperson has asked a prospect to buy three cases of Easter candy and the prospect responds with a stalling objection. The salesperson should then:

Most objections can be easily rephrased into questions.

What is the salesperson's best course of action when dealing with a hidden objection?

Do not deny objections even if they are based on incorrect information.

________ refers to reaching an agreement mutually satisfactory to both buyer and seller.

The price/value formula teaches the professional salesperson to:

Money objections do not include economic excuses.

A prospect's response during a sales presentation could be categorized as any of the following EXCEPT a(n):

The prospect says, "Your company has only been in business for two years. I like to buy from established companies." The prospect is using a ________ objection.

In planning a sales presentation, the salesperson should think of reasons why a prospect might not buy.

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

Why do some salespeople deal with an objection by rephrasing the objection as a question?

Which of the following is an example of a psychological objection that a prospect who is talking to a salesperson of health and beauty aids might use?

Which of the following is an example of a source objection that a salesperson for a small publishing company might hear from a bookstore owner?

Give examples of practical and psychological objections.

List the six major categories of objections.

Assume that a salesperson has asked a prospect to buy three cases of Easter candy and the prospect responds with a stalling objection. The salesperson should then:

Most objections can be easily rephrased into questions.

What is the salesperson's best course of action when dealing with a hidden objection?

Do not deny objections even if they are based on incorrect information.

________ refers to reaching an agreement mutually satisfactory to both buyer and seller.

The price/value formula teaches the professional salesperson to:

Money objections do not include economic excuses.

A prospect's response during a sales presentation could be categorized as any of the following EXCEPT a(n):

The prospect says, "Your company has only been in business for two years. I like to buy from established companies." The prospect is using a ________ objection.

In planning a sales presentation, the salesperson should think of reasons why a prospect might not buy.

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