Question 1

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

Accepted Answer

A) True 
 B)False

Question 2

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

Accepted Answer

A) True 
 B)False

Question 3

When planning for objections,a salesperson should most likely:

Accepted Answer

A) consider the reasons a prospect should and should not buy. 
B) memorize canned responses to commonly raised objections. 
C) structure presentations to focus on minor objections. 
D) use the stalling technique to address objections. 
E) postpone all objections until closing. 
A) consider the reasons a prospect should and should not buy. 
B) memorize canned responses to commonly raised objections. 
C) structure presentations to focus on minor objections. 
D) use the stalling technique to address objections. 
E) postpone all objections until closing.

Question 4

Which of the following is an example of a psychological objection that a prospect who is talking to a salesperson of health and beauty aids might use?

Accepted Answer

A) "Your company only makes deliveries weekly,and we need twice a week deliveries." 
B) "My store is currently overstocked with cold remedies." 
C) "Our store only sells a case of shampoo in a week." 
D) "Your beauty aids are priced higher than your competitor's." 
E) "I have a low opinion of salespeople from your firm." 
A) "Your company only makes deliveries weekly,and we need twice a week deliveries." 
B) "My store is currently overstocked with cold remedies." 
C) "Our store only sells a case of shampoo in a week." 
D) "Your beauty aids are priced higher than your competitor's." 
E) "I have a low opinion of salespeople from your firm."

Question 5

_____ requires the salesperson to discuss an objection before a prospect has the opportunity to ask about it.

Accepted Answer

A) Objection pre-emption 
B) Obstructing an objection 
C) Advanced objection 
D) Objection dodging 
E) Forestalling an objection 
A) Objection pre-emption 
B) Obstructing an objection 
C) Advanced objection 
D) Objection dodging 
E) Forestalling an objection

Question 6

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

Accepted Answer

A) jury of executive opinion method. 
B) outside reference technique. 
C) third-party answer technique. 
D) boomerang method. 
E) counterbalance method. 
A) jury of executive opinion method. 
B) outside reference technique. 
C) third-party answer technique. 
D) boomerang method. 
E) counterbalance method.

Question 7

_____ objections are simply a smoke screen designed to get rid of a salesperson.

Accepted Answer

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

Question 8

Conditions and hopeless objections cannot be handled by negotiation.

Accepted Answer

A) True 
 B)False

Question 9

Iris sells a line of safety equipment for the petrochemical industry.When responding to a manager's objections about the safety of her product line,Iris produces an Occupational Safety and Health report.The report shows that the company's safety equipment exceeds all OSHA safety standards,which supports Iris' claims.Iris uses the:

Accepted Answer

A) jury opinion method. 
B) outside reference technique. 
C) third-party answer technique. 
D) boomerang method. 
E) counterbalance method. 
A) jury opinion method. 
B) outside reference technique. 
C) third-party answer technique. 
D) boomerang method. 
E) counterbalance method.

Question 10

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

Accepted Answer

A) Resistance to spending money 
B) Dislikes making a buying decision 
C) Delivery schedules 
D) Negative image of a salesperson 
E) Predetermined beliefs 
A) Resistance to spending money 
B) Dislikes making a buying decision 
C) Delivery schedules 
D) Negative image of a salesperson 
E) Predetermined beliefs

Question 11

The executive jet salesperson has just used a trial close.A typical prospect would:

Accepted Answer

A) purchase the product. 
B) terminate the interview. 
C) ask questions. 
D) become defensive. 
E) interrupt the sales presentation. 
A) purchase the product. 
B) terminate the interview. 
C) ask questions. 
D) become defensive. 
E) interrupt the sales presentation.

Question 12

The price/value formula teaches the professional salesperson to:

Accepted Answer

A) smoke out stalling objections. 
B) meet a price objection by increasing the perceived value of a product. 
C) to handle objections in a specific order from hidden to price objections. 
D) equate price and cost to potential buyers. 
E) overcome objections as they arise. 
A) smoke out stalling objections. 
B) meet a price objection by increasing the perceived value of a product. 
C) to handle objections in a specific order from hidden to price objections. 
D) equate price and cost to potential buyers. 
E) overcome objections as they arise.

Question 13

James Anderson visits a hospital to sell functional trolleys.During his conversation with the buyer,he understands that the buyer is not seeing any product benefit and is seeing only the price.James' trolleys are not the cheapest available in the market.What action can be taken by James to overcome this situation?

Accepted Answer

A) James can use the SELL sequence technique. 
B) He can offer a discount to make the product competitive. 
C) James cannot sell the product here as he has not qualified the prospect before that sales call. 
D) James should visit the prospect regularly to build trust. 
E) James can use a demonstration to convince the customer. 
A) James can use the SELL sequence technique. 
B) He can offer a discount to make the product competitive. 
C) James cannot sell the product here as he has not qualified the prospect before that sales call. 
D) James should visit the prospect regularly to build trust. 
E) James can use a demonstration to convince the customer.

Question 14

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

Accepted Answer

A) Boomerang 
B) Postpone 
C) Deny 
D) Compensation 
E) Forestall 
A) Boomerang 
B) Postpone 
C) Deny 
D) Compensation 
E) Forestall

Question 15

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

Accepted Answer

A) True 
 B)False

Question 16

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

Accepted Answer

A) outline disadvantages of the competition's product. 
B) help the prospect examine reasons for and against buying now. 
C) provide the prospect with helpful visual aids and brochures. 
D) make the prospect mad enough to take some kind of action. 
E) prevent the prospect from making a hasty decision. 
A) outline disadvantages of the competition's product. 
B) help the prospect examine reasons for and against buying now. 
C) provide the prospect with helpful visual aids and brochures. 
D) make the prospect mad enough to take some kind of action. 
E) prevent the prospect from making a hasty decision.

Question 17

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?

Accepted Answer

A) "I only deal with large,well-established publishing companies." 
B) "Your books are priced too high." 
C) "I don't take risks with books by new authors." 
D) "I am satisfied with the amount of stock I currently have." 
E) "I'm too busy to talk to you now." 
A) "I only deal with large,well-established publishing companies." 
B) "Your books are priced too high." 
C) "I don't take risks with books by new authors." 
D) "I am satisfied with the amount of stock I currently have." 
E) "I'm too busy to talk to you now."

Question 18

Sales objections should be welcomed.

Accepted Answer

A) True 
 B)False

Question 19

The dodge technique is used to ignore an objection.

Accepted Answer

A) True 
 B)False

Question 20

All of the following statements about the no-need objection are true EXCEPT that a:

Accepted Answer

A) salesperson may trigger a no-need objection by giving a poor sales presentation. 
B) salesperson may be able to overcome the no-need objection by asking questions. 
C) no-need objection may also include a hidden objection. 
D) no-need objection may also include a stalling objection. 
E) no-need objection may be overcome with autosuggestion. 
A) salesperson may trigger a no-need objection by giving a poor sales presentation. 
B) salesperson may be able to overcome the no-need objection by asking questions. 
C) no-need objection may also include a hidden objection. 
D) no-need objection may also include a stalling objection. 
E) no-need objection may be overcome with autosuggestion.

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

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

When planning for objections,a salesperson should most likely:

Which of the following is an example of a psychological objection that a prospect who is talking to a salesperson of health and beauty aids might use?

_____ requires the salesperson to discuss an objection before a prospect has the opportunity to ask about it.

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

_____ objections are simply a smoke screen designed to get rid of a salesperson.

Conditions and hopeless objections cannot be handled by negotiation.

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

The executive jet salesperson has just used a trial close.A typical prospect would:

The price/value formula teaches the professional salesperson to:

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

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

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

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?

Sales objections should be welcomed.

The dodge technique is used to ignore an objection.

All of the following statements about the no-need objection are true EXCEPT that a:

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

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

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

When planning for objections,a salesperson should most likely:

Which of the following is an example of a psychological objection that a prospect who is talking to a salesperson of health and beauty aids might use?

_____ requires the salesperson to discuss an objection before a prospect has the opportunity to ask about it.

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

_____ objections are simply a smoke screen designed to get rid of a salesperson.

Conditions and hopeless objections cannot be handled by negotiation.

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

The executive jet salesperson has just used a trial close.A typical prospect would:

The price/value formula teaches the professional salesperson to:

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

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

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

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?

Sales objections should be welcomed.

The dodge technique is used to ignore an objection.

All of the following statements about the no-need objection are true EXCEPT that a:

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