Question 1

After listening to and acknowledging the buyer's concern, Katie, a salesperson, should:

Accepted Answer

A)  Continue listening 
B)  Assess the objection 
C)  Acknowledge the objection 
D)  Respond to the objection 
E)  Change the subject of the conversation 
A)  Continue listening 
B)  Assess the objection 
C)  Acknowledge the objection 
D)  Respond to the objection 
E)  Change the subject of the conversation B

Question 2

"The equipment I have is still good" reflects the expression of a _____________objection.

Accepted Answer

Need

Question 3

According to the LAARC method, once the prospect has expressed and objection, the salesperson should _____________ the objection before assessing it.

Accepted Answer

Acknowledge

Question 4

The _____________ ____________ ____________ is a selling technique in which a salesperson relates how one of his or her customers had a problem similar to the prospect's and solved it by using the salesperson's product.

Accepted Answer

Success St

Question 5

When a customer says "Your prices are too high," it always means they have a price objection.

Accepted Answer

A) True 
 B)False

Question 6

When preparing for sales resistance, salespeople should remember ____.

Accepted Answer

A)  Sales resistance should be treated like a question 
B)  Sales resistance is normal part of the sales process 
C)  Sales resistance usually reflects interest in the product 
D)  Sales resistance means the buyer is at least somewhat involved in the presentation 
E)  All of the above 
A)  Sales resistance should be treated like a question 
B)  Sales resistance is normal part of the sales process 
C)  Sales resistance usually reflects interest in the product 
D)  Sales resistance means the buyer is at least somewhat involved in the presentation 
E)  All of the above

Question 7

The salesperson initiates trial commitments.

Accepted Answer

A) True 
 B)False

Question 8

When a buyer says "no" to the salesperson's attempt to earn commitment, the salesperson should ask questions to find out why he or she is saying no.

Accepted Answer

A) True 
 B)False

Question 9

Using third-party reinforcement will always be effective in overcoming a buyer's resistance.

Accepted Answer

A) True 
 B)False

Question 10

The ____________ ____________ reflects an earning commitment technique that determines the attitude of the buyer toward a particular feature or benefit.

Accepted Answer

The answer of The ____________ ____________ reflects an earning commitment...

Question 11

Time objections are often used by the buyer as stall tactics.

Accepted Answer

A) True 
 B)False

Question 12

"Close early and close often" is a good motto for salespeople involved in relational selling.

Accepted Answer

A) True 
 B)False

Question 13

One of the most difficult types of objections to overcome is one based on ____.

Accepted Answer

A)  Price 
B)  Quality 
C)  Performance 
D)  Loyalty to a competitor 
E)  All of the above are relatively easy to overcome 
A)  Price 
B)  Quality 
C)  Performance 
D)  Loyalty to a competitor 
E)  All of the above are relatively easy to overcome

Question 14

Which of the following is not a method for responding to objections?

Accepted Answer

A)  Forestalling 
B)  Direct denial 
C)  Translation 
D)  Transition 
E)  Compensation 
A)  Forestalling 
B)  Direct denial 
C)  Translation 
D)  Transition 
E)  Compensation

Question 15

In order to effectively respond to objections, salespeople must be good listeners.

Accepted Answer

A) True 
 B)False

Question 16

A ___________objection is resistance to a product in which the buyer says that he or she does not need the product.

Accepted Answer

The answer of A ___________objection is resistance to a product...

Question 17

Statements from the buyer that indicate his/her interest in making a purchase are called ____.

Accepted Answer

A)  Purchase requests 
B)  Commitment signals 
C)  Objections 
D)  Trial commitments 
E)  All of the above 
A)  Purchase requests 
B)  Commitment signals 
C)  Objections 
D)  Trial commitments 
E)  All of the above

Question 18

"The price is lower than I thought" is an example of a commitment signal.

Accepted Answer

A) True 
 B)False

Question 19

Before attempting to gain commitment, the salesperson should summarize all the benefits their offer (solution) is capable of producing.

Accepted Answer

A) True 
 B)False

Question 20

Sales resistance is not a normal part of the sales process.

Accepted Answer

A) True 
 B)False

After listening to and acknowledging the buyer's concern, Katie, a salesperson, should:

"The equipment I have is still good" reflects the expression of a _____________objection.

According to the LAARC method, once the prospect has expressed and objection, the salesperson should _____________ the objection before assessing it.

The _ is a selling technique in which a salesperson relates how one of his or her customers had a problem similar to the prospect's and solved it by using the salesperson's product.

When a customer says "Your prices are too high," it always means they have a price objection.

When preparing for sales resistance, salespeople should remember ____.

The salesperson initiates trial commitments.

When a buyer says "no" to the salesperson's attempt to earn commitment, the salesperson should ask questions to find out why he or she is saying no.

Using third-party reinforcement will always be effective in overcoming a buyer's resistance.

The reflects an earning commitment technique that determines the attitude of the buyer toward a particular feature or benefit.

Time objections are often used by the buyer as stall tactics.

"Close early and close often" is a good motto for salespeople involved in relational selling.

One of the most difficult types of objections to overcome is one based on ____.

Which of the following is not a method for responding to objections?

In order to effectively respond to objections, salespeople must be good listeners.

A ___________objection is resistance to a product in which the buyer says that he or she does not need the product.

Statements from the buyer that indicate his/her interest in making a purchase are called ____.

"The price is lower than I thought" is an example of a commitment signal.

Before attempting to gain commitment, the salesperson should summarize all the benefits their offer (solution) is capable of producing.

Sales resistance is not a normal part of the sales process.

Overview of Personal Selling

Building Trust and Sales Ethics

Understanding Buyers

Communication Skills

Strategic Prospecting and Preparing for Sales Dialogue

Planning Sales Dialogues and Presentations

Sales Dialogue: Creating and Communicating Value

Expanding Customer Relations

Adding Value: Self-Leadership and Teamwork

Sales Management and Sales

Filters

Exam 8: Addressing Concerns and Earning Commitment

After listening to and acknowledging the buyer's concern, Katie, a salesperson, should:

"The equipment I have is still good" reflects the expression of a _____________objection.

According to the LAARC method, once the prospect has expressed and objection, the salesperson should _____________ the objection before assessing it.

The _____________ ____________ ____________ is a selling technique in which a salesperson relates how one of his or her customers had a problem similar to the prospect's and solved it by using the salesperson's product.

When a customer says "Your prices are too high," it always means they have a price objection.

When preparing for sales resistance, salespeople should remember ____.

The salesperson initiates trial commitments.

When a buyer says "no" to the salesperson's attempt to earn commitment, the salesperson should ask questions to find out why he or she is saying no.

Using third-party reinforcement will always be effective in overcoming a buyer's resistance.

The ____________ ____________ reflects an earning commitment technique that determines the attitude of the buyer toward a particular feature or benefit.

Time objections are often used by the buyer as stall tactics.

"Close early and close often" is a good motto for salespeople involved in relational selling.

One of the most difficult types of objections to overcome is one based on ____.

Which of the following is not a method for responding to objections?

In order to effectively respond to objections, salespeople must be good listeners.

A ___________objection is resistance to a product in which the buyer says that he or she does not need the product.

Statements from the buyer that indicate his/her interest in making a purchase are called ____.

"The price is lower than I thought" is an example of a commitment signal.

Before attempting to gain commitment, the salesperson should summarize all the benefits their offer (solution) is capable of producing.

Sales resistance is not a normal part of the sales process.

Overview of Personal Selling

Building Trust and Sales Ethics

Understanding Buyers

Communication Skills

Strategic Prospecting and Preparing for Sales Dialogue

Planning Sales Dialogues and Presentations

Sales Dialogue: Creating and Communicating Value

Expanding Customer Relations

Adding Value: Self-Leadership and Teamwork

Sales Management and Sales

Filters

The _ is a selling technique in which a salesperson relates how one of his or her customers had a problem similar to the prospect's and solved it by using the salesperson's product.

The reflects an earning commitment technique that determines the attitude of the buyer toward a particular feature or benefit.