Question 1

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

Accepted Answer

A) True 
 B)False  True

Question 2

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?

Accepted Answer

A) Boomerang 
B) Five-question sequence 
C) Direct denial 
D) FAB sequence 
E) Indirect denial 
A) Boomerang 
B) Five-question sequence 
C) Direct denial 
D) FAB sequence 
E) Indirect denial B

Question 3

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

Accepted Answer

A) "Your price is too high for the quality." 
B) "Frankly,your competitor makes a more efficient refrigeration unit." 
C) "You've got to do better than that with the price and financing." 
D) "Sounds good! I'll need to clear it with my boss before I can make a purchase." 
E) "I think you have a great product,but at this moment we don't need a new security system." 
A) "Your price is too high for the quality." 
B) "Frankly,your competitor makes a more efficient refrigeration unit." 
C) "You've got to do better than that with the price and financing." 
D) "Sounds good! I'll need to clear it with my boss before I can make a purchase." 
E) "I think you have a great product,but at this moment we don't need a new security system." D

Question 4

Questions cannot be used to unveil objections.

Accepted Answer

A) True 
 B)False

Question 5

List the six major categories of objections.

Accepted Answer

The six major categories of ob

Question 6

Define value as it is used in the price/value formula.

Accepted Answer

Value is the total package of

Question 7

How does the buyer calculate cost?

Accepted Answer

The buyer calculates cost by c

Question 8

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?

Accepted Answer

A) Hidden objection 
B) Source objection 
C) Money objection 
D) No-need objection 
E) Product objection 
A) Hidden objection 
B) Source objection 
C) Money objection 
D) No-need objection 
E) Product objection

Question 9

The computer tech salesperson is confronted with the no-need objection when her prospect says,"I am not interested in buying a scanner for my computer."

Accepted Answer

A) True 
 B)False

Question 10

Many times,when prospects appear to be offering objections,they are actually requesting more information.

Accepted Answer

A) True 
 B)False

Question 11

Briefly describe how a salesperson would use the boomerang method for dealing with a prospect's objections?

Accepted Answer

With the boomerang method,the

Question 12

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

Accepted Answer

A) Cost/Price = Value 
B) Price/Value = Cost 
C) Value/Price = Cost 
D) Cost/Value = Price 
E) Price*Cost = Value 
A) Cost/Price = Value 
B) Price/Value = Cost 
C) Value/Price = Cost 
D) Cost/Value = Price 
E) Price*Cost = Value

Question 13

A practical objection is termed as a major objection.

Accepted Answer

A) True 
 B)False

Question 14

Identify the technique used by the salesperson who neither denies,answers,nor ignores the objection.

Accepted Answer

A) Boomerang 
B) Rephrasing 
C) Dodge 
D) Compensation 
E) Forestall 
A) Boomerang 
B) Rephrasing 
C) Dodge 
D) Compensation 
E) Forestall

Question 15

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

Accepted Answer

A) The price/value formula is used to deal with product objections. 
B) Value within the price/value formula does not change. 
C) Price refers to the total package of benefits. 
D) Price divided by value equals cost. 
E) The buyer is concerned only with price. 
A) The price/value formula is used to deal with product objections. 
B) Value within the price/value formula does not change. 
C) Price refers to the total package of benefits. 
D) Price divided by value equals cost. 
E) The buyer is concerned only with price.

Question 16

The most commonly postponed objection is the _____ objection.

Accepted Answer

A) source 
B) forestalling 
C) no-need 
D) product 
E) price 
A) source 
B) forestalling 
C) no-need 
D) product 
E) price

Question 17

The _____ technique for dealing with objections involves convincing a prospect that an objection is actually a benefit.

Accepted Answer

A) boomerang 
B) compensation 
C) pass up 
D) direct denial 
E) forestalling 
A) boomerang 
B) compensation 
C) pass up 
D) direct denial 
E) forestalling

Question 18

Professional salespeople should answer price objections that are raised early in a sales presentation because postponing leads to lost sales.

Accepted Answer

A) True 
 B)False

Question 19

All of the following are major categories of objections discussed in the text EXCEPT:

Accepted Answer

A) product objections. 
B) environmental objections. 
C) stalling objections. 
D) no-need objections. 
E) source objections. 
A) product objections. 
B) environmental objections. 
C) stalling objections. 
D) no-need objections. 
E) source objections.

Question 20

Assume that a salesperson has asked a prospect to buy three cases of Easter candy 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.

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

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?

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

Questions cannot be used to unveil objections.

List the six major categories of objections.

Define value as it is used in the price/value formula.

How does the buyer calculate cost?

The computer tech salesperson is confronted with the no-need objection when her prospect says,"I am not interested in buying a scanner for my computer."

Many times,when prospects appear to be offering objections,they are actually requesting more information.

Briefly describe how a salesperson would use the boomerang method for dealing with a prospect's objections?

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

A practical objection is termed as a major objection.

Identify the technique used by the salesperson who neither denies,answers,nor ignores the objection.

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

The most commonly postponed objection is the _____ objection.

The _____ technique for dealing with objections involves convincing a prospect that an objection is actually a benefit.

Professional salespeople should answer price objections that are raised early in a sales presentation because postponing leads to lost sales.

All of the following are major categories of objections discussed in the text EXCEPT:

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

The Life, times, and Career of the Professional Salesperson

Ethics Firstthen 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

Filters

Exam 11: Welcome Your Prospects Objections

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

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?

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

Questions cannot be used to unveil objections.

List the six major categories of objections.

Define value as it is used in the price/value formula.

How does the buyer calculate cost?

The computer tech salesperson is confronted with the no-need objection when her prospect says,"I am not interested in buying a scanner for my computer."

Many times,when prospects appear to be offering objections,they are actually requesting more information.

Briefly describe how a salesperson would use the boomerang method for dealing with a prospect's objections?

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

A practical objection is termed as a major objection.

Identify the technique used by the salesperson who neither denies,answers,nor ignores the objection.

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

The most commonly postponed objection is the _____ objection.

The _____ technique for dealing with objections involves convincing a prospect that an objection is actually a benefit.

Professional salespeople should answer price objections that are raised early in a sales presentation because postponing leads to lost sales.

All of the following are major categories of objections discussed in the text EXCEPT:

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

The Life, times, and Career of the Professional Salesperson

Ethics Firstthen 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

Filters