Question 1

According to the text,tact is particularly crucial in using the _____ technique for handling objections to avoid offending the prospect.

Accepted Answer

A)  pass over 
B)  rephrasing 
C)  direct denial 
D)  pre-emptive 
E)  indirect denial 
A)  pass over 
B)  rephrasing 
C)  direct denial 
D)  pre-emptive 
E)  indirect denial

Question 2

After responding to an objection,the salesperson should immediately ask for the order.

Accepted Answer

A) True 
 B)False

Question 3

The price/value formula helps a salesperson respond to a customer's price objection.

Accepted Answer

A) True 
 B)False

Question 4

How can salespeople use technology when responding to objections?

Accepted Answer

Providing buyers the necessary informati

Question 5

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.

Accepted Answer

A)  stalling 
B)  conditional 
C)  money 
D)  product 
E)  source 
A)  stalling 
B)  conditional 
C)  money 
D)  product 
E)  source

Question 6

Why is postponing an objection necessary sometimes?

Accepted Answer

Postponing an objection is not failing t

Question 7

An objections such as "I'll think it over," is simply a smoke screen designed to get rid of a salesperson.This objection is an example of a _____ objection.

Accepted Answer

A)  source 
B)  product 
C)  stalling 
D)  no-need 
E)  money 
A)  source 
B)  product 
C)  stalling 
D)  no-need 
E)  money

Question 8

Christopher Wright,a salesman of 3S Computers,is preparing for a very important sales call and needs to be prepared for customer objections.What are the general guidelines that Christopher should review regarding how to handle objections?

Accepted Answer

Christopher should do the following to m

Question 9

A prospect says,"I cannot afford a $500 monthly car payment." A salesperson should feel confident that the prospect is setting a condition.

Accepted Answer

A) True 
 B)False

Question 10

Why is it important to handle objections as they arise?

Accepted Answer

The prospect might stop listening until

Question 11

After dealing with a prospect's objection,the very next thing the professional salesperson should do is to:

Accepted Answer

A)  apply the FAB sequence. 
B)  use the 5-question sequence. 
C)  return to the SELL sequence. 
D)  conduct a trial close. 
E)  continue the presentation. 
A)  apply the FAB sequence. 
B)  use the 5-question sequence. 
C)  return to the SELL sequence. 
D)  conduct a trial close. 
E)  continue the presentation.

Question 12

Assume that a salesperson has asked a prospect to buy three cases of coffee,and the prospect responds with a stalling objection.The salesperson should then:

Accepted Answer

A)  present the benefits of purchasing now. 
B)  close again and test the reaction. 
C)  use a trial close. 
D)  agree and leave. 
E)  restart the presentation. 
A)  present the benefits of purchasing now. 
B)  close again and test the reaction. 
C)  use a trial close. 
D)  agree and leave. 
E)  restart the presentation.

Question 13

You are calling the purchase manager of a hotel to sell a hydro seeder for their garden.The buyer tells you,"I know that your spray arms get rusted easily." You know that the spray arms are made up of stainless steel and will not get rusted easily.Which technique is best suited in handling this objection?

Accepted Answer

A)  Dodging 
B)  Boomerang 
C)  Questioning 
D)  Direct denial 
E)  Indirect Denial 
A)  Dodging 
B)  Boomerang 
C)  Questioning 
D)  Direct denial 
E)  Indirect Denial

Question 14

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

Accepted Answer

A)  the boomerang method. 
B)  the compensation method. 
C)  the direct denial method. 
D)  the indirect denial method. 
E)  rephrasing of the objection. 
A)  the boomerang method. 
B)  the compensation method. 
C)  the direct denial method. 
D)  the indirect denial method. 
E)  rephrasing of the objection.

Question 15

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

Accepted Answer

A)  Resistance to spending money 
B)  Dislikes making decisions 
C)  Delivery schedule issues 
D)  Negative image of a salesperson 
E)  Predetermined beliefs 
A)  Resistance to spending money 
B)  Dislikes making decisions 
C)  Delivery schedule issues 
D)  Negative image of a salesperson 
E)  Predetermined beliefs

Question 16

The _____ objection is used widely because it politely gets rid of the salesperson.

Accepted Answer

A)  hidden 
B)  product 
C)  no-need 
D)  stalling 
E)  money 
A)  hidden 
B)  product 
C)  no-need 
D)  stalling 
E)  money

Question 17

Which of the following is a positive method for dealing with price issues during the business proposition phase?

Accepted Answer

A)  The product costs $5,000. 
B)  Your rate will be only prime plus two. 
C)  You can pay the total price over a series of months. 
D)  How much would you like to pay us every month? 
E)  We'll take off $6,000 to trade in your used car. 
A)  The product costs $5,000. 
B)  Your rate will be only prime plus two. 
C)  You can pay the total price over a series of months. 
D)  How much would you like to pay us every month? 
E)  We'll take off $6,000 to trade in your used car.

Question 18

Do not deny objections even if they are based on incorrect information.

Accepted Answer

A) True 
 B)False

Question 19

Which of the following is the best example of a source objection?

Accepted Answer

A)  "I want to buy from a more established car dealer." 
B)  "I prefer to buy a used car." 
C)  "I am happy with the vehicle I am currently driving." 
D)  "I cannot afford a large monthly payment." 
E)  "I'll get back to you later after my wife and I have decided which car we like." 
A)  "I want to buy from a more established car dealer." 
B)  "I prefer to buy a used car." 
C)  "I am happy with the vehicle I am currently driving." 
D)  "I cannot afford a large monthly payment." 
E)  "I'll get back to you later after my wife and I have decided which car we like."

Question 20

The prospect says,"Your company has only been in business for two years.I like to buy from established companies." The prospect is using a _____ objection.

Accepted Answer

A)  stalling 
B)  covert 
C)  no-need 
D)  hidden 
E)  source 
A)  stalling 
B)  covert 
C)  no-need 
D)  hidden 
E)  source

According to the text,tact is particularly crucial in using the _____ technique for handling objections to avoid offending the prospect.

After responding to an objection,the salesperson should immediately ask for the order.

The price/value formula helps a salesperson respond to a customer's price objection.

How can salespeople use technology when responding to objections?

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.

Why is postponing an objection necessary sometimes?

An objections such as "I'll think it over," is simply a smoke screen designed to get rid of a salesperson.This objection is an example of a _____ objection.

Christopher Wright,a salesman of 3S Computers,is preparing for a very important sales call and needs to be prepared for customer objections.What are the general guidelines that Christopher should review regarding how to handle objections?

A prospect says,"I cannot afford a $500 monthly car payment." A salesperson should feel confident that the prospect is setting a condition.

Why is it important to handle objections as they arise?

After dealing with a prospect's objection,the very next thing the professional salesperson should do is to:

Assume that a salesperson has asked a prospect to buy three cases of coffee,and the prospect responds with a stalling objection.The salesperson should then:

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

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

The _____ objection is used widely because it politely gets rid of the salesperson.

Which of the following is a positive method for dealing with price issues during the business proposition phase?

Do not deny objections even if they are based on incorrect information.

Which of the following is the best example of a source objection?

The prospect says,"Your company has only been in business for two years.I like to buy from established companies." The prospect is using a _____ objection.

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

According to the text,tact is particularly crucial in using the _____ technique for handling objections to avoid offending the prospect.

After responding to an objection,the salesperson should immediately ask for the order.

The price/value formula helps a salesperson respond to a customer's price objection.

How can salespeople use technology when responding to objections?

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.

Why is postponing an objection necessary sometimes?

An objections such as "I'll think it over," is simply a smoke screen designed to get rid of a salesperson.This objection is an example of a _____ objection.

Christopher Wright,a salesman of 3S Computers,is preparing for a very important sales call and needs to be prepared for customer objections.What are the general guidelines that Christopher should review regarding how to handle objections?

A prospect says,"I cannot afford a $500 monthly car payment." A salesperson should feel confident that the prospect is setting a condition.

Why is it important to handle objections as they arise?

After dealing with a prospect's objection,the very next thing the professional salesperson should do is to:

Assume that a salesperson has asked a prospect to buy three cases of coffee,and the prospect responds with a stalling objection.The salesperson should then:

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

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

The _____ objection is used widely because it politely gets rid of the salesperson.

Which of the following is a positive method for dealing with price issues during the business proposition phase?

Do not deny objections even if they are based on incorrect information.

Which of the following is the best example of a source objection?

The prospect says,"Your company has only been in business for two years.I like to buy from established companies." The prospect is using a _____ objection.

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