Exam 12: Welcome Your Prospects Objections

Jessica sells exercise equipment to health clubs and similar facilities.During a sales call,her prospect says,"Our clients are quite happy with the results they are getting from the use of our current equipment." This is an example of a _____ objection.

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

The "Feel-Felt-Found" technique for meeting an objection is a variation of the _____ method.

Sometimes,prospects appear to be making objections when they are actually requesting more information.

To forestall means to discuss objections as soon as they are raised.

A prospect tells a salesperson,"I'm not interested in the type of products that you sell." The salesperson responds with,"Why?" The salesperson has used the ________ approach for meeting objections.

In planning for objections,a salesperson should focus exclusively on the reasons why a prospect should buy.

When an objection turns into a condition of sale,it most likely means that:

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

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

Which of the following statements about the price/value formula is true?

Janette Hue sells vending machines.Her goal when dealing with a stalling objection is to:

Which of the following is NOT an example of what a pharmaceutical salesperson should say immediately after dealing with a prospect's objection?

A salesperson should never dodge an objection.

Lowell is anticipating an objection from his prospect concerning the quality of the adhesives his company sells.He plans to weave into the early part of his presentation information about the product's recent "best buy" rating from a consumer information magazine before the prospect can bring up the quality issue.Which of the following methods is used by Lowell for meeting this objection?

Assume the prospect says,"I really like the ergonomic design of the office furniture you are selling,but I need to ask my boss about it before I buy." According to the text,which of the following would NOT be an appropriate response for the salesperson to make?

A practical objection is considered as a(n)_____ objection.

The dodge method of handling an objection involves turning a prospect's objection into a reason to buy.

A proof statement can be used when letting a third party respond to an objection.

A prospect says,"I don't like your color choices." The salesperson responds,"Before you decide to buy,let me tell you about our credit plan." This salesperson is using a boomerang technique.