Question 1

_____ refers to reaching an agreement that is mutually satisfactory to both buyer and seller.

Accepted Answer

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

Question 2

A salesperson's objective in dealing with a stall is to help prospects evaluate the reasons for and against buying now.

Accepted Answer

A) True 
 B)False  True

Question 3

Why should salespeople welcome sales objections?

Accepted Answer

Sales objections must be welcomed because they show the prospect is interested and help determine what stage the prospect has reached in the buying cycle-attention,interest,desire,conviction,or action.

Question 4

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

Accepted Answer

A) True 
 B)False

Question 5

Price is the primary objection to postpone if you have not had the opportunity to discuss product benefits.

Accepted Answer

A) True 
 B)False

Question 6

Sales objections should be welcomed.

Accepted Answer

A) True 
 B)False

Question 7

Early in his presentation,before the maintenance supervisor even mentioned cost,Andrew said,"You're going to notice our wax is higher priced because of the extra ingredients that make it last 50 percent longer between applications than ordinary wax." Andrew is using:

Accepted Answer

A)  indirect denial. 
B)  forestalling. 
C)  objection preemption. 
D)  postponing. 
E)  objection dodging. 
A)  indirect denial. 
B)  forestalling. 
C)  objection preemption. 
D)  postponing. 
E)  objection dodging.

Question 8

Conditions and hopeless objections cannot be handled by negotiation.

Accepted Answer

A) True 
 B)False

Question 9

The prospect asked,"Does this display case come with its own lighting system?" The salesperson responded with,"Before you decide to buy,notice how the doors to the case can be easily secured against tampering." What method was the salesperson using to meet this objection?

Accepted Answer

A)  Boomerang 
B)  Rephrase the objection as a question 
C)  Dodge 
D)  Forestall 
E)  Compensation 
A)  Boomerang 
B)  Rephrase the objection as a question 
C)  Dodge 
D)  Forestall 
E)  Compensation

Question 10

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

Accepted Answer

A)  "I cannot really afford to purchase a new car right now because I just moved." 
B)  "I only buy from veteran salespeople who can carry through on their promises." 
C)  "I really like these figurines, but I can't stock them in this store without consulting the owner." 
D)  "I'm sorry, but we have plenty of cleaning supplies and won't be ordering any more until the first of the year." 
E)  "I'm satisfied with the brand of pet products we are stocking now." 
A)  "I cannot really afford to purchase a new car right now because I just moved." 
B)  "I only buy from veteran salespeople who can carry through on their promises." 
C)  "I really like these figurines, but I can't stock them in this store without consulting the owner." 
D)  "I'm sorry, but we have plenty of cleaning supplies and won't be ordering any more until the first of the year." 
E)  "I'm satisfied with the brand of pet products we are stocking now."

Question 11

Usually,handling a source objection requires calling on the prospect routinely over a period to break this resistance barrier.

Accepted Answer

A) True 
 B)False

Question 12

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

Accepted Answer

A) True 
 B)False

Question 13

If you are 100 percent sure that you cannot overcome the objection and that the prospect will not buy,it is better to leave the prospect's office without asking for an order.

Accepted Answer

A) True 
 B)False

Question 14

The two broad categories of objections are ____,which can never be solved and ____,which can be answered.

Accepted Answer

A)  potential; actual 
B)  hopeless; answerable 
C)  superficial; actual 
D)  feigned; real 
E)  generic; specialized 
A)  potential; actual 
B)  hopeless; answerable 
C)  superficial; actual 
D)  feigned; real 
E)  generic; specialized

Question 15

What are the two types of answerable objections?

Accepted Answer

A)  Pragmatic and conditional 
B)  Practical and impractical 
C)  Direct and indirect 
D)  Major and minor 
E)  Objective and subjective 
A)  Pragmatic and conditional 
B)  Practical and impractical 
C)  Direct and indirect 
D)  Major and minor 
E)  Objective and subjective

Question 16

According to the Golden Rule of Selling,the salesperson should always leave immediately when a prospect says "No,I do not need your product."

Accepted Answer

A) True 
 B)False

Question 17

Why is it important to listen to the whole objection?

Accepted Answer

The prospect will think that something i

Question 18

The difference between the direct and indirect denial is that the latter is more tactful and courteous.

Accepted Answer

A) True 
 B)False

Question 19

What should a salesperson do after finishing the sales presentation?

Accepted Answer

A)  Use a trial close to determine the prospect's attitude 
B)  Wait for a positive response from the buyer 
C)  Ask the prospect for a purchase order 
D)  Request a summary from the prospect 
E)  Present multiple proof statements 
A)  Use a trial close to determine the prospect's attitude 
B)  Wait for a positive response from the buyer 
C)  Ask the prospect for a purchase order 
D)  Request a summary from the prospect 
E)  Present multiple proof statements

Question 20

A salesperson told a prospect,"I agree.Our price is a little higher,but so is our quality.Are you interested in saving $1,200 a year on maintenance?" This statement is an example of indirect denial.

Accepted Answer

A) True 
 B)False

_____ refers to reaching an agreement that is mutually satisfactory to both buyer and seller.

A salesperson's objective in dealing with a stall is to help prospects evaluate the reasons for and against buying now.

Why should salespeople welcome sales objections?

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

Price is the primary objection to postpone if you have not had the opportunity to discuss product benefits.

Sales objections should be welcomed.

Early in his presentation,before the maintenance supervisor even mentioned cost,Andrew said,"You're going to notice our wax is higher priced because of the extra ingredients that make it last 50 percent longer between applications than ordinary wax." Andrew is using:

Conditions and hopeless objections cannot be handled by negotiation.

The prospect asked,"Does this display case come with its own lighting system?" The salesperson responded with,"Before you decide to buy,notice how the doors to the case can be easily secured against tampering." What method was the salesperson using to meet this objection?

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

Usually,handling a source objection requires calling on the prospect routinely over a period to break this resistance barrier.

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

If you are 100 percent sure that you cannot overcome the objection and that the prospect will not buy,it is better to leave the prospect's office without asking for an order.

The two broad categories of objections are ,which can never be solved and ,which can be answered.

What are the two types of answerable objections?

According to the Golden Rule of Selling,the salesperson should always leave immediately when a prospect says "No,I do not need your product."

Why is it important to listen to the whole objection?

The difference between the direct and indirect denial is that the latter is more tactful and courteous.

What should a salesperson do after finishing the sales presentation?

A salesperson told a prospect,"I agree.Our price is a little higher,but so is our quality.Are you interested in saving $1,200 a year on maintenance?" This statement is an example of indirect denial.

The Life, Times, and Career of the Professional Salesperson

Relationship Marketing: Where Personal Selling Fits

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

Prospecting the 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

Planning, Staffing, and Training Successful Salespeople

Motivation, Compensation, Leadership, and Evaluation of Salespeople

Filters

Exam 12: Welcome Your Prospects Objections

_____ refers to reaching an agreement that is mutually satisfactory to both buyer and seller.

A salesperson's objective in dealing with a stall is to help prospects evaluate the reasons for and against buying now.

Why should salespeople welcome sales objections?

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

Price is the primary objection to postpone if you have not had the opportunity to discuss product benefits.

Sales objections should be welcomed.

Early in his presentation,before the maintenance supervisor even mentioned cost,Andrew said,"You're going to notice our wax is higher priced because of the extra ingredients that make it last 50 percent longer between applications than ordinary wax." Andrew is using:

Conditions and hopeless objections cannot be handled by negotiation.

The prospect asked,"Does this display case come with its own lighting system?" The salesperson responded with,"Before you decide to buy,notice how the doors to the case can be easily secured against tampering." What method was the salesperson using to meet this objection?

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

Usually,handling a source objection requires calling on the prospect routinely over a period to break this resistance barrier.

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

If you are 100 percent sure that you cannot overcome the objection and that the prospect will not buy,it is better to leave the prospect's office without asking for an order.

The two broad categories of objections are ____,which can never be solved and ____,which can be answered.

What are the two types of answerable objections?

According to the Golden Rule of Selling,the salesperson should always leave immediately when a prospect says "No,I do not need your product."

Why is it important to listen to the whole objection?

The difference between the direct and indirect denial is that the latter is more tactful and courteous.

What should a salesperson do after finishing the sales presentation?

A salesperson told a prospect,"I agree.Our price is a little higher,but so is our quality.Are you interested in saving $1,200 a year on maintenance?" This statement is an example of indirect denial.

The Life, Times, and Career of the Professional Salesperson

Relationship Marketing: Where Personal Selling Fits

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

Prospecting the 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

Planning, Staffing, and Training Successful Salespeople

Motivation, Compensation, Leadership, and Evaluation of Salespeople

Filters

The two broad categories of objections are ,which can never be solved and ,which can be answered.