Question 1

The executive jet salesperson has just used a trial close. A typical prospect would:

Accepted Answer

A)  purchase the product. 
B)  terminate the interview. 
C)  ask questions. 
D)  become defensive. 
E)  interrupt the sales presentation. 
A)  purchase the product. 
B)  terminate the interview. 
C)  ask questions. 
D)  become defensive. 
E)  interrupt the sales presentation.

Question 2

The buyer told Carmella, "I can't buy your company's merchandise because I have bought from one of your main competitors for the last fifteen years and the company has always treated me fairly." What kind of objection is the buyer using?

Accepted Answer

The buyer

Question 3

If Janae says to her prospect, "No. Your data is wrong. The Model K2R has a superior engine and will last twice as long as my competitor's model." Janae is using the ________ technique for handling a prospect's objection.

Accepted Answer

A)  boomerang 
B)  five-question sequence 
C)  direct denial 
D)  compensation 
E)  dodge 
A)  boomerang 
B)  five-question sequence 
C)  direct denial 
D)  compensation 
E)  dodge

Question 4

The prospect stands up after the sales presentation and says, "Your electronic vending machine seems to be very sophisticated, but we are highly satisfied with the models we are currently using. Thanks for coming by." Which objection is being used by the prospect?

Accepted Answer

A)  Source 
B)  Forestalling 
C)  No-need 
D)  Hidden 
E)  Anticipatory 
A)  Source 
B)  Forestalling 
C)  No-need 
D)  Hidden 
E)  Anticipatory

Question 5

A salesperson should be prepared to respond to a prospect's objection at any time during the presentation.

Accepted Answer

A) True 
 B)False

Question 6

The no-need response strongly implies the end of a sales call.

Accepted Answer

A) True 
 B)False

Question 7

Which of the following statements about the no-need objection is true?

Accepted Answer

A)  Some salespeople actually encourage their prospects to make this kind of an objection because their sales presentation is poor. 
B)  Once the no-need objection is expressed the salesperson should stop the presentation and try a close. 
C)  No-need objections relate directly to the product. 
D)  No-need objections are typically handled through forestalling. 
E)  Such objections are rarely used because it is a rude way to get rid of the salesperson. 
A)  Some salespeople actually encourage their prospects to make this kind of an objection because their sales presentation is poor. 
B)  Once the no-need objection is expressed the salesperson should stop the presentation and try a close. 
C)  No-need objections relate directly to the product. 
D)  No-need objections are typically handled through forestalling. 
E)  Such objections are rarely used because it is a rude way to get rid of the salesperson.

Question 8

Early in his presentation and before the hotel owner even mentioned cost, Andrew said, "You're going to notice that our shower curtains are higher priced because of their mildew-proofing that makes them last 50 percent longer than ordinary shower curtains." Andrew is using:

Accepted Answer

A)  product revelation. 
B)  forestalling. 
C)  stalling. 
D)  postponing. 
E)  circular logic. 
A)  product revelation. 
B)  forestalling. 
C)  stalling. 
D)  postponing. 
E)  circular logic.

Question 9

A prospect says, "I think the price of your display case is a little high." The salesperson replies, "Let me tell you about the value that goes with our display case." What method is the salesperson using to meet the objection?

Accepted Answer

A)  Boomerang 
B)  Rephrase 
C)  Compensation 
D)  Forestall 
E)  Dodge 
A)  Boomerang 
B)  Rephrase 
C)  Compensation 
D)  Forestall 
E)  Dodge

Question 10

Opposition or resistance to the information provided by a salesperson is called sales objection.

Accepted Answer

A) True 
 B)False

Question 11

Identify the technique used by the salesperson who neither denies, answers, nor ignores the objection.

Accepted Answer

A)  Boomerang 
B)  Rephrasing 
C)  Dodge 
D)  Compensation 
E)  Forestall 
A)  Boomerang 
B)  Rephrasing 
C)  Dodge 
D)  Compensation 
E)  Forestall

Question 12

Clearwater Hampers is a small British company that sells luxury food and drink in various combinations in picnic hampers. Food and wine are seen as classic, fail-safe gifts in a market where present-buying is increasingly tricky. Corporate customers, both in the United Kingdom and abroad, are important to the business. Clearwater has had several orders for more than a quarter of a million dollars. According to the company's leading salesperson, Peter Austin, "We have lots of repeat corporate customers as a result of the importance we place on getting the hampers out on time and filled with the right products." Peter Austin is extremely successful and the major reason for his success is the way he handles objections. He believes that effectively handling objections is the key to success in a sales profession. Today he is calling the CEO of Diamonite to make an important sales presentation. Austin is confident of handling the objections as he has prepared for the call. As soon as Austin responds to an objection from the Diamonite CEO, Austin should:

Accepted Answer

A)  ask for a referral. 
B)  conduct an approach. 
C)  use a trial close. 
D)  discuss a visual aid. 
E)  restart the presentation. 
A)  ask for a referral. 
B)  conduct an approach. 
C)  use a trial close. 
D)  discuss a visual aid. 
E)  restart the presentation.

Question 13

________ objections are based on loyalty to a present supplier or salesperson.

Accepted Answer

A)  Source 
B)  Distribution 
C)  Reseller 
D)  Channel 
E)  No-need 
A)  Source 
B)  Distribution 
C)  Reseller 
D)  Channel 
E)  No-need

Question 14

Professional salespeople should answer price objections that are raised early in a sales presentation because postponing leads to lost sales.

Accepted Answer

A) True 
 B)False

Question 15

When an objection turns into a condition of sale, it most likely means that:

Accepted Answer

A)  the prospect does not like the guarantee provided with the product. 
B)  the prospect does not have decision-making authority. 
C)  if the salesperson meets the prospect's request, the prospect will buy. 
D)  the prospect does not like the payment terms offered. 
E)  the objection is true and cannot be overcome by the salesperson. 
A)  the prospect does not like the guarantee provided with the product. 
B)  the prospect does not have decision-making authority. 
C)  if the salesperson meets the prospect's request, the prospect will buy. 
D)  the prospect does not like the payment terms offered. 
E)  the objection is true and cannot be overcome by the salesperson.

Question 16

Objections are classified into two categories: maximum and minimum.

Accepted Answer

A) True 
 B)False

Question 17

Assume the salesperson for a janitorial service completes the sales presentation and asks for the order. The prospect says, "No, I'm not ready to buy now. Try me again later next month." Which of the following techniques for handling objections should the salesperson use?

Accepted Answer

A)  Boomerang 
B)  Five-question sequence 
C)  Direct denial 
D)  FAB sequence 
E)  Indirect denial 
A)  Boomerang 
B)  Five-question sequence 
C)  Direct denial 
D)  FAB sequence 
E)  Indirect denial

Question 18

Which of the following statements about the price/value formula is true?

Accepted Answer

A)  The price/value formula is used to deal with product objections. 
B)  Value within the price/value formula does not change. 
C)  Price refers to the total package of benefits. 
D)  Price divided by value equals cost. 
E)  The buyer is concerned only with price. 
A)  The price/value formula is used to deal with product objections. 
B)  Value within the price/value formula does not change. 
C)  Price refers to the total package of benefits. 
D)  Price divided by value equals cost. 
E)  The buyer is concerned only with price.

Question 19

The gallery owner is trying to sell a large outdoor sculpture to a committee that is responsible for refurbishing the park. When a member of the committee asked about the logistics of moving the sculpture to the park, the gallery owner responded, "Before you decide to buy, let me remind you how much art pieces by a known artist like this one appreciate in value." What method was the gallery owner using to deal with the objection?

Accepted Answer

The answer of The gallery owner is trying to sell...

Question 20

Many times, when prospects appear to be offering objections, they are actually requesting more information.

Accepted Answer

A) True 
 B)False

The executive jet salesperson has just used a trial close. A typical prospect would:

The buyer told Carmella, "I can't buy your company's merchandise because I have bought from one of your main competitors for the last fifteen years and the company has always treated me fairly." What kind of objection is the buyer using?

If Janae says to her prospect, "No. Your data is wrong. The Model K2R has a superior engine and will last twice as long as my competitor's model." Janae is using the ________ technique for handling a prospect's objection.

The prospect stands up after the sales presentation and says, "Your electronic vending machine seems to be very sophisticated, but we are highly satisfied with the models we are currently using. Thanks for coming by." Which objection is being used by the prospect?

A salesperson should be prepared to respond to a prospect's objection at any time during the presentation.

The no-need response strongly implies the end of a sales call.

Which of the following statements about the no-need objection is true?

Early in his presentation and before the hotel owner even mentioned cost, Andrew said, "You're going to notice that our shower curtains are higher priced because of their mildew-proofing that makes them last 50 percent longer than ordinary shower curtains." Andrew is using:

A prospect says, "I think the price of your display case is a little high." The salesperson replies, "Let me tell you about the value that goes with our display case." What method is the salesperson using to meet the objection?

Opposition or resistance to the information provided by a salesperson is called sales objection.

Identify the technique used by the salesperson who neither denies, answers, nor ignores the objection.

________ objections are based on loyalty to a present supplier or salesperson.

Professional salespeople should answer price objections that are raised early in a sales presentation because postponing leads to lost sales.

When an objection turns into a condition of sale, it most likely means that:

Objections are classified into two categories: maximum and minimum.

Assume the salesperson for a janitorial service completes the sales presentation and asks for the order. The prospect says, "No, I'm not ready to buy now. Try me again later next month." Which of the following techniques for handling objections should the salesperson use?

Which of the following statements about the price/value formula is true?

Many times, when prospects appear to be offering objections, they are actually requesting more information.

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 executive jet salesperson has just used a trial close. A typical prospect would:

The buyer told Carmella, "I can't buy your company's merchandise because I have bought from one of your main competitors for the last fifteen years and the company has always treated me fairly." What kind of objection is the buyer using?

If Janae says to her prospect, "No. Your data is wrong. The Model K2R has a superior engine and will last twice as long as my competitor's model." Janae is using the ________ technique for handling a prospect's objection.

The prospect stands up after the sales presentation and says, "Your electronic vending machine seems to be very sophisticated, but we are highly satisfied with the models we are currently using. Thanks for coming by." Which objection is being used by the prospect?

A salesperson should be prepared to respond to a prospect's objection at any time during the presentation.

The no-need response strongly implies the end of a sales call.

Which of the following statements about the no-need objection is true?

Early in his presentation and before the hotel owner even mentioned cost, Andrew said, "You're going to notice that our shower curtains are higher priced because of their mildew-proofing that makes them last 50 percent longer than ordinary shower curtains." Andrew is using:

A prospect says, "I think the price of your display case is a little high." The salesperson replies, "Let me tell you about the value that goes with our display case." What method is the salesperson using to meet the objection?

Opposition or resistance to the information provided by a salesperson is called sales objection.

Identify the technique used by the salesperson who neither denies, answers, nor ignores the objection.

________ objections are based on loyalty to a present supplier or salesperson.

Professional salespeople should answer price objections that are raised early in a sales presentation because postponing leads to lost sales.

When an objection turns into a condition of sale, it most likely means that:

Objections are classified into two categories: maximum and minimum.

Assume the salesperson for a janitorial service completes the sales presentation and asks for the order. The prospect says, "No, I'm not ready to buy now. Try me again later next month." Which of the following techniques for handling objections should the salesperson use?

Which of the following statements about the price/value formula is true?

Many times, when prospects appear to be offering objections, they are actually requesting more information.

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