Exam 11: Welcome Your Prospects Objections

Which of the following is an example of a practical objection?

Which of the following is NOT an example of what a pharmaceutical salesperson should say immediately after dealing with a prospect's objection?

How does the buyer calculate cost?

The prospect is using a ________ objection when he says, "I love the copier, but I just need some time to look over your operating manuals before I commit to buying a new machine."

________ requires the salesperson to discuss an objection before a prospect has the opportunity to ask about it.

If you are 100 percent sure that you cannot overcome an objection, never ask for the order.

"I would prefer to buy a used copy machine rather than the new models you are selling." This is an example of product objection.

When the prospect's objection is valid, it calls for:

After the sales presentation, the prospect responds by saying, "Your blood sugar monitoring devices are very nice, but we buy only from established brands." Identify the type of objection being projected by the prospect.

The first words out of the salesperson's mouth after the customer's objection are, "Yes, but…" What kind of objection handling technique is being employed here?

You are working at your part-time job in a hardware store near a campus. A customer in the paint department complains that the new tops on the paint thinner seem hard to remove. You reply, "Yes, they are. They're designed that way so that children can't get into the thinner." You have just used the ________ technique.

Which among the following is the best example of a money objection?

What is another name for the compensation method of dealing with a customer objection?

The prospect says, "I like your company's accounting software package, but our employees just don't have the time to learn a new system." This is an example of a ________ objection.

When a prospect shows resistance to a salesperson's attempt to close a sale, the customer is most likely:

The salesperson should never directly deny anything said by the prospect.

A prospect tells a salesperson, "I'm not interested in the type of products that you sell." The salesperson responds with, "Why?" The salesperson has used the ________ approach for meeting objections.

All of the following statements about the no-need objection are true EXCEPT that a:

What is the difference between a direct denial and an indirect denial?

The dodge method of handling an objection takes the prospect's objection and converts it into a reason to buy.