Question 1

How do professional salespeople handle source objections?

Accepted Answer

The source objection usually requires ca

Question 2

Identify the type of objection that encompasses several forms of economic excuses.

Accepted Answer

A)  Hidden 
B)  Forestalling 
C)  Anticipatory 
D)  Fiduciary 
E)  Money 
A)  Hidden 
B)  Forestalling 
C)  Anticipatory 
D)  Fiduciary 
E)  Money

Question 3

A practical objection is termed as a major objection.

Accepted Answer

A) True 
 B)False

Question 4

The compensation method is effective in handling a valid objection.

Accepted Answer

A) True 
 B)False

Question 5

A hopeless objection is one that cannot be answered by the salesperson.

Accepted Answer

A) True 
 B)False

Question 6

The ________ technique for dealing with objections involves convincing a prospect that an objection is actually a benefit.

Accepted Answer

A)  boomerang 
B)  compensation 
C)  pass up 
D)  direct denial 
E)  forestalling 
A)  boomerang 
B)  compensation 
C)  pass up 
D)  direct denial 
E)  forestalling

Question 7

A salesperson will not be able to

Accepted Answer

A)  a hidden objection stated by the prospect. 
B)  a real objection to purchasing the product. 
C)  an overt objection. 
D)  a hopeless objection. 
E)  a true objection. 
A)  a hidden objection stated by the prospect. 
B)  a real objection to purchasing the product. 
C)  an overt objection. 
D)  a hopeless objection. 
E)  a true objection.

Question 8

Which among the following is the best example of a no-need objection?

Accepted Answer

A)  "I have to think this over before I buy." 
B)  "I plan to wait until fall before I buy a new car." 
C)  "I am pleased with the performance of the car I have now." 
D)  "I can't afford a new car now." 
E)  "I want to buy from a more established car dealer." 
A)  "I have to think this over before I buy." 
B)  "I plan to wait until fall before I buy a new car." 
C)  "I am pleased with the performance of the car I have now." 
D)  "I can't afford a new car now." 
E)  "I want to buy from a more established car dealer."

Question 9

The prospect said, "I know that your company usually ships in batches of 6 dozen cases, but I don't have room to store that much merchandise." Once the salesperson determined that this was a condition of sale, he should:

Accepted Answer

A)  engage in negotiation. 
B)  use stalling techniques until he can contact his supervisor. 
C)  use forestalling. 
D)  use a dodge. 
E)  realize that he can never close the sale. 
A)  engage in negotiation. 
B)  use stalling techniques until he can contact his supervisor. 
C)  use forestalling. 
D)  use a dodge. 
E)  realize that he can never close the sale.

Question 10

When the prospect asked, "Will I get a 2-year service warranty on this heating system?" The salesperson responded, "Before you decide to buy, let me tell you about how this new timer will save you money." What method was the salesperson using to meet this objection?

Accepted Answer

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

Question 11

Which of the following statements is NOT a reason that explains why a salesperson should welcome prospect objections?

Accepted Answer

A)  Objections show the prospect is interested in the presentation. 
B)  Objections help the salesperson know what stage in the buying cycle the prospect has reached. 
C)  Most customer objections are raised at the closing stages of a sales presentation. 
D)  Objections show the prospect wants to know about the salesperson's offer. 
E)  Some customers raise objections because they want and need more information. 
A)  Objections show the prospect is interested in the presentation. 
B)  Objections help the salesperson know what stage in the buying cycle the prospect has reached. 
C)  Most customer objections are raised at the closing stages of a sales presentation. 
D)  Objections show the prospect wants to know about the salesperson's offer. 
E)  Some customers raise objections because they want and need more information.

How do professional salespeople handle source objections?

Identify the type of objection that encompasses several forms of economic excuses.

A practical objection is termed as a major objection.

The compensation method is effective in handling a valid objection.

A hopeless objection is one that cannot be answered by the salesperson.

The ________ technique for dealing with objections involves convincing a prospect that an objection is actually a benefit.

A salesperson will not be able to

Which among the following is the best example of a no-need objection?

The prospect said, "I know that your company usually ships in batches of 6 dozen cases, but I don't have room to store that much merchandise." Once the salesperson determined that this was a condition of sale, he should:

When the prospect asked, "Will I get a 2-year service warranty on this heating system?" The salesperson responded, "Before you decide to buy, let me tell you about how this new timer will save you money." What method was the salesperson using to meet this objection?

Which of the following statements is NOT a reason that explains why a salesperson should welcome prospect objections?

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

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Exam 11: Welcome Your Prospects Objections

How do professional salespeople handle source objections?

Identify the type of objection that encompasses several forms of economic excuses.

A practical objection is termed as a major objection.

The compensation method is effective in handling a valid objection.

A hopeless objection is one that cannot be answered by the salesperson.

The ________ technique for dealing with objections involves convincing a prospect that an objection is actually a benefit.

A salesperson will not be able to

Which among the following is the best example of a no-need objection?

The prospect said, "I know that your company usually ships in batches of 6 dozen cases, but I don't have room to store that much merchandise." Once the salesperson determined that this was a condition of sale, he should:

When the prospect asked, "Will I get a 2-year service warranty on this heating system?" The salesperson responded, "Before you decide to buy, let me tell you about how this new timer will save you money." What method was the salesperson using to meet this objection?

Which of the following statements is NOT a reason that explains why a salesperson should welcome prospect objections?

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