Exam 12: Welcome Your Prospects Objections

As the restaurant equipment salesperson finished his basic presentation,his prospect said,"Sounds good.I really like what you had to say,and I know you have a good product,but I'm not interested now.Our present product works well.We will stay with it." Standing up to conclude the interview,the prospect says,"Thank you for coming by." What kind of objection is the salesperson experiencing?

When the prospect said,"I know that your company usually ships in batches of six dozen cases,but I don't have room to store that much merchandise." The salesperson must first:

Assume the salesperson for a janitorial service completes the sales presentation and asks for the order.The prospect says,"No,I'm not ready to buy now.Try me again later next month." Which of the following techniques for handling objections should the salesperson use?

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

When the Nova Chemicals salesperson walked into the office of a company that uses chemicals in its manufacture of plastic molds,the buyer looked up and said,"I'm too busy to see any salesperson today." What type of objection did the buyer use? How should the salesperson respond?

The Quaker Oats salesperson should most likely be ready for the stalling type of objection when selling a new cereal to retail buyers.

The indirect denial begins with an agreement or an acknowledgment of the prospect's position.

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

The prospect says,"Your price is two percent higher than your competitor's." The salesperson responds,"What you're saying is you want to get the best product for your money-right?" The salesperson is using which technique for meeting objections?

Prospects seldom use the no-need objection because it is rude.

When the prospect asked,"Will I get a 2-year service warranty on this heating system?" The salesperson responded,"Before you decide to buy,let me tell you about how this new timer will save you money." What method was the salesperson using to meet the prospect's objection?

An effective way to respond to some objections is to use someone else's experience as proof.This technique is called the:

_____ objections relate loyalty to a present supplier or salesperson.

What is the salesperson's best course of action when dealing with a hidden objection?

The price/value formula teaches the professional salesperson to:

You are working at your part-time job in a hardware store near a campus.A customer in the paint department complains that the new tops on the paint thinner seem hard to remove.You reply,"Yes,they are.They're designed that way so that children can't get into the thinner." You have just used the _____ technique.

The compensation method of handling objections is also known as the boomerang method.

Which of the following is an example of a source objection that a salesperson for a small publishing company might hear from a bookstore owner?

The salesperson should postpone all of the prospect's objections to the end of sales presentation to maintain control of the presentation.

The prospect tells the realtor,"I like the ranch-style house a lot,but I can get more space in the one the other real estate agent showed me and the price is $2,000 less." The salesperson replies,"Yes,but this house is about ten years newer,has more modern appliances,and is better insulated." What method is being used to handle this objection?