Question 1

A _____ is defined as resistance by the prospect to the salesperson's request.

Accepted Answer

A) sales stalemate 
B) buyer postponement 
C) selling challenge 
D) customer forestalling 
E) sales objection 
A) sales stalemate 
B) buyer postponement 
C) selling challenge 
D) customer forestalling 
E) sales objection

Question 2

Which among the following is the best example of a money objection?

Accepted Answer

A) "I cannot really afford to purchase a new car right now because I just moved." 
B) "I only buy from veteran salespeople who can carry through on their promises." 
C) "I really like these figurines,but I can't stock them in this store without consulting the owner." 
D) "I'm sorry,but we have plenty of cleaning supplies and won't be ordering any more until the first of the year." 
E) "I'm satisfied with the brand of pet products we are stocking now." 
A) "I cannot really afford to purchase a new car right now because I just moved." 
B) "I only buy from veteran salespeople who can carry through on their promises." 
C) "I really like these figurines,but I can't stock them in this store without consulting the owner." 
D) "I'm sorry,but we have plenty of cleaning supplies and won't be ordering any more until the first of the year." 
E) "I'm satisfied with the brand of pet products we are stocking now."

Question 3

Ford sells tropical fish displays for offices.At the end of the sales presentation,the prospect says,"I just don't have room in my waiting area for a fish tank." Ford responded,"I certainly understand your point.Our larger tanks do take up a lot of space,but we do offer several smaller varieties that can fit in the wall and would have the same calming effect on your patients." What kind of an objection did the prospect use? What method was Ford using to handle an objection?

Accepted Answer

The prospect was rai

Question 4

The prospect stands up after the sales presentation and says,"Your electronic vending machine seems to be very sophisticated,but we are highly satisfied with the models we are currently using.Thanks for coming by." Which objection is being used by the prospect?

Accepted Answer

A) Source 
B) Forestalling 
C) No-need 
D) Hidden 
E) Anticipatory 
A) Source 
B) Forestalling 
C) No-need 
D) Hidden 
E) Anticipatory

Question 5

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

Accepted Answer

A) True 
 B)False

Question 6

You are a salesperson trying to sell traffic lights to a county government official,but you have become convinced that there is not going to be a purchase.If you are 100 percent sure that you cannot overcome your prospect's objection and the prospect is not going to buy at this time,you should:

Accepted Answer

A) ask for the order anyway. 
B) re-address major customer benefits. 
C) assume you have encountered a hopeless objection. 
D) end the sales interview as quickly and politely as possible. 
E) ask for another appointment later and give the prospect a brochure. 
A) ask for the order anyway. 
B) re-address major customer benefits. 
C) assume you have encountered a hopeless objection. 
D) end the sales interview as quickly and politely as possible. 
E) ask for another appointment later and give the prospect a brochure.

Question 7

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.

Accepted Answer

A) True 
 B)False

Question 8

The objections relating to loyalty to a present supplier is called reseller objection.

Accepted Answer

A) True 
 B)False

Question 9

Later during the presentation,the CEO said,"Our customers don't expect us to give them presents." The CEO:

Accepted Answer

A) created a situation in which Austin should use the showmanship preapproach. 
B) used the no-need objection. 
C) is uncomfortable with forestalling. 
D) recognizes Austin's use of the sequential-yes close. 
E) used the postponing objection. 
A) created a situation in which Austin should use the showmanship preapproach. 
B) used the no-need objection. 
C) is uncomfortable with forestalling. 
D) recognizes Austin's use of the sequential-yes close. 
E) used the postponing objection.

Question 10

What is another name for the compensation method of dealing with a customer objection?

Accepted Answer

The compensation met

Question 11

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?

Accepted Answer

A) Direct denial 
B) Anticipation 
C) Boomerang 
D) Forestalling 
E) Indirect denial 
A) Direct denial 
B) Anticipation 
C) Boomerang 
D) Forestalling 
E) Indirect denial

Question 12

As soon as Austin responds to an objection from the Diamonite CEO,Austin should:

Accepted Answer

A) ask for a referral. 
B) conduct an approach. 
C) use a trial close. 
D) discuss a visual aid. 
E) restart the presentation. 
A) ask for a referral. 
B) conduct an approach. 
C) use a trial close. 
D) discuss a visual aid. 
E) restart the presentation.

Question 13

In planning a sales presentation,the salesperson should think of reasons why a prospect might not buy.

Accepted Answer

A) True 
 B)False

Question 14

How do professional salespeople handle source objections?

Accepted Answer

The source objection usually requires ca

Question 15

Sam,a Tetra Chemicals salesperson,walked into the office of a company that uses chemicals to manufacture plastic molds.The buyer told Sam,"I'm too busy to see any salesperson today." How should Sam respond?

Accepted Answer

Sam should determine if the prospect is

Question 16

"In addition to that,is there any other reason for not going ahead?" is the second question in the five-question sequence method for overcoming objections.

Accepted Answer

A) True 
 B)False

Question 17

You are calling the purchase manager of a hotel to sell a hydro seeder for their garden.The buyer tells you,"I know that your spray arms get rusted easily." You know that the spray arms are made up of stainless steel and will not get rusted easily.Which technique is best suited in handling this objection?

Accepted Answer

A) Dodging 
B) Boomerang 
C) Questioning 
D) Direct denial 
E) Indirect Denial 
A) Dodging 
B) Boomerang 
C) Questioning 
D) Direct denial 
E) Indirect Denial

Question 18

The other name for the compensation method of dealing with objections is the _____ method.

Accepted Answer

A) price 
B) return-on-investment 
C) trade-off 
D) reciprocal 
E) counterbalance 
A) price 
B) return-on-investment 
C) trade-off 
D) reciprocal 
E) counterbalance

Question 19

Gus Boxley sells refrigeration equipment to supermarket and restaurant managers,and a prospect tells him,"The equipment we have still operates efficiently enough." Gus is experiencing a _____ objection.

Accepted Answer

A) stalling 
B) money 
C) postponing 
D) product 
E) source 
A) stalling 
B) money 
C) postponing 
D) product 
E) source

Question 20

The compensation method is effective in handling a valid objection.

Accepted Answer

A) True 
 B)False

A _____ is defined as resistance by the prospect to the salesperson's request.

Which among the following is the best example of a money objection?

The prospect stands up after the sales presentation and says,"Your electronic vending machine seems to be very sophisticated,but we are highly satisfied with the models we are currently using.Thanks for coming by." Which objection is being used by the prospect?

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

You are a salesperson trying to sell traffic lights to a county government official,but you have become convinced that there is not going to be a purchase.If you are 100 percent sure that you cannot overcome your prospect's objection and the prospect is not going to buy at this time,you should:

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.

The objections relating to loyalty to a present supplier is called reseller objection.

Later during the presentation,the CEO said,"Our customers don't expect us to give them presents." The CEO:

What is another name for the compensation method of dealing with a customer objection?

As soon as Austin responds to an objection from the Diamonite CEO,Austin should:

In planning a sales presentation,the salesperson should think of reasons why a prospect might not buy.

How do professional salespeople handle source objections?

Sam,a Tetra Chemicals salesperson,walked into the office of a company that uses chemicals to manufacture plastic molds.The buyer told Sam,"I'm too busy to see any salesperson today." How should Sam respond?

"In addition to that,is there any other reason for not going ahead?" is the second question in the five-question sequence method for overcoming objections.

The other name for the compensation method of dealing with objections is the _____ method.

Gus Boxley sells refrigeration equipment to supermarket and restaurant managers,and a prospect tells him,"The equipment we have still operates efficiently enough." Gus is experiencing a _____ objection.

The compensation method is effective in handling a valid objection.

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

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Exam 11: Welcome Your Prospects Objections

A _____ is defined as resistance by the prospect to the salesperson's request.

Which among the following is the best example of a money objection?

The prospect stands up after the sales presentation and says,"Your electronic vending machine seems to be very sophisticated,but we are highly satisfied with the models we are currently using.Thanks for coming by." Which objection is being used by the prospect?

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

You are a salesperson trying to sell traffic lights to a county government official,but you have become convinced that there is not going to be a purchase.If you are 100 percent sure that you cannot overcome your prospect's objection and the prospect is not going to buy at this time,you should:

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.

The objections relating to loyalty to a present supplier is called reseller objection.

Later during the presentation,the CEO said,"Our customers don't expect us to give them presents." The CEO:

What is another name for the compensation method of dealing with a customer objection?

As soon as Austin responds to an objection from the Diamonite CEO,Austin should:

In planning a sales presentation,the salesperson should think of reasons why a prospect might not buy.

How do professional salespeople handle source objections?

Sam,a Tetra Chemicals salesperson,walked into the office of a company that uses chemicals to manufacture plastic molds.The buyer told Sam,"I'm too busy to see any salesperson today." How should Sam respond?

"In addition to that,is there any other reason for not going ahead?" is the second question in the five-question sequence method for overcoming objections.

The other name for the compensation method of dealing with objections is the _____ method.

Gus Boxley sells refrigeration equipment to supermarket and restaurant managers,and a prospect tells him,"The equipment we have still operates efficiently enough." Gus is experiencing a _____ objection.

The compensation method is effective in handling a valid objection.

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