Exam 12: Welcome Your Prospects Objections

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Alex sells veterinarian supplies.He has developed a close relationship with his customers.Which type of objection is Alex LEAST likely to hear when he tries to get one of his veterinarian customers to purchase a new type of flea and tick shampoo?

(Multiple Choice)

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Question 41

The compensation method is effective in handling a valid objection.

(True/False)

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Question 42

Which term refers to opposition or resistance by the prospect to information or to the salesperson's request?

(Multiple Choice)

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Question 43

Give examples of practical and psychological objections.

(Essay)

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Question 44

Which formula best describes the relationship among price,cost,and value?

(Multiple Choice)

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Question 45

The counterbalance method of dealing with objections is also known as the _____ method.

(Multiple Choice)

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Question 46

When a salesperson selling a table saw asked for the sale,the prospect responded,"I'm happy with the saw I'm now using." The prospect is using a _____ objection.

(Multiple Choice)

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Question 47

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

(Multiple Choice)

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Question 48

A prospect says "I'll think it over." This can be treated as a no-need objection.

(True/False)

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Question 49

Most objections can be easily rephrased into questions.

(True/False)

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Question 50

_____ refers to the salesperson discussing an objection before a prospect has the opportunity to ask about it.

(Multiple Choice)

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Question 51

"Your competitor's product is better" This is an example of source objection.

(True/False)

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Question 52

A salesperson has a greater chance of sales success by offering the lowest price.

(True/False)

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(71)

Question 53

"I would prefer to buy a used SUV rather than the new models you are selling." This is an example of product objection.

(True/False)

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Question 54

Which method aids a salesperson to turn an objection into a reason to buy?

(Multiple Choice)

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Question 55

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

(True/False)

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Question 56

How should a professional salesperson handle a source objection?

(Essay)

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Question 57

Prospects who ask trivial,unimportant questions or conceal their feelings beneath a veil of silence most likely have _____ objections.

(Multiple Choice)

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Question 58

Briefly describe how a salesperson would use the boomerang method to handle a prospect's objections.

(Essay)

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(83)

Question 59

"The copier we have still makes great copies," says your prospect.Which major category of objection are you experiencing?

(Multiple Choice)

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(68)

Question 60

Showing 41 - 60 of 100

Alex sells veterinarian supplies.He has developed a close relationship with his customers.Which type of objection is Alex LEAST likely to hear when he tries to get one of his veterinarian customers to purchase a new type of flea and tick shampoo?

The compensation method is effective in handling a valid objection.

Which term refers to opposition or resistance by the prospect to information or to the salesperson's request?

Give examples of practical and psychological objections.

Which formula best describes the relationship among price,cost,and value?

The counterbalance method of dealing with objections is also known as the _____ method.

When a salesperson selling a table saw asked for the sale,the prospect responded,"I'm happy with the saw I'm now using." The prospect is using a _____ objection.

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

A prospect says "I'll think it over." This can be treated as a no-need objection.

Most objections can be easily rephrased into questions.

_____ refers to the salesperson discussing an objection before a prospect has the opportunity to ask about it.

"Your competitor's product is better" This is an example of source objection.

A salesperson has a greater chance of sales success by offering the lowest price.

"I would prefer to buy a used SUV rather than the new models you are selling." This is an example of product objection.

Which method aids a salesperson to turn an objection into a reason to buy?

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

How should a professional salesperson handle a source objection?

Prospects who ask trivial,unimportant questions or conceal their feelings beneath a veil of silence most likely have _____ objections.

Briefly describe how a salesperson would use the boomerang method to handle a prospect's objections.

"The copier we have still makes great copies," says your prospect.Which major category of objection are you experiencing?

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

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