Question 1

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

Accepted Answer

A) Objections show the prospect is interested in the presentation. 
B) Objections help the salesperson know what stage in the buying cycle the prospect has reached. 
C) Most customer objections are raised at the closing stages of a sales presentation. 
D) Objections show the prospect wants to know about the salesperson's offer. 
E) Some customers raise objections because they want and need more information. 
A) Objections show the prospect is interested in the presentation. 
B) Objections help the salesperson know what stage in the buying cycle the prospect has reached. 
C) Most customer objections are raised at the closing stages of a sales presentation. 
D) Objections show the prospect wants to know about the salesperson's offer. 
E) Some customers raise objections because they want and need more information.

Question 2

Austin asks,"Is there any reason why you think your customers would not enjoy a Clearwater Hamper?" Austin is:

Accepted Answer

A) using the SPIN sequence. 
B) assuming that the CEO has no objections. 
C) forestalling the objection. 
D) smoking out hidden objections. 
E) using the FAB method to postpone objections. 
A) using the SPIN sequence. 
B) assuming that the CEO has no objections. 
C) forestalling the objection. 
D) smoking out hidden objections. 
E) using the FAB method to postpone objections.

Question 3

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.

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 4

Most objections can be easily rephrased into questions.

Accepted Answer

A) True 
 B)False

Question 5

Which of the following is most likely true about money objections?

Accepted Answer

A) A money objection does not contain an economic excuse. 
B) Money objections are overcome by stating the price early in a presentation. 
C) A request for discount cannot be treated as a money objection. 
D) By offering the lowest price a salesperson can trim down money objections. 
E) There is no harm in revealing that a product is not the least expensive. 
A) A money objection does not contain an economic excuse. 
B) Money objections are overcome by stating the price early in a presentation. 
C) A request for discount cannot be treated as a money objection. 
D) By offering the lowest price a salesperson can trim down money objections. 
E) There is no harm in revealing that a product is not the least expensive.

Question 6

A retail store buyer who dwells on trivial details like the placement of buttons or the stitching on the collar as the reason for not buying,more than likely has _____ objections.

Accepted Answer

A) stalling 
B) forestalling 
C) no-need 
D) hidden 
E) pre-emptive 
A) stalling 
B) forestalling 
C) no-need 
D) hidden 
E) pre-emptive

Question 7

Which of the following statements about the no-need objection is true?

Accepted Answer

A) Some salespeople actually encourage their prospects to make this kind of an objection because their sales presentation is poor. 
B) Once the no-need objection is expressed the salesperson should stop the presentation and try a close. 
C) No-need objections relate directly to the product. 
D) No-need objections are typically handled through forestalling. 
E) Such objections are rarely used because it is a rude way to get rid of the salesperson. 
A) Some salespeople actually encourage their prospects to make this kind of an objection because their sales presentation is poor. 
B) Once the no-need objection is expressed the salesperson should stop the presentation and try a close. 
C) No-need objections relate directly to the product. 
D) No-need objections are typically handled through forestalling. 
E) Such objections are rarely used because it is a rude way to get rid of the salesperson.

Question 8

A prospect says "I'll think it over." This can be treated as a no-need objection.

Accepted Answer

A) True 
 B)False

Question 9

_____ objections are based on loyalty to a present supplier or salesperson.

Accepted Answer

A) Source 
B) Distribution 
C) Reseller 
D) Channel 
E) No-need 
A) Source 
B) Distribution 
C) Reseller 
D) Channel 
E) No-need

Question 10

How does the text classify major and minor objections?

Accepted Answer

The text classifies

Question 11

While you are discussing the energy efficiency of your company's golf carts with a prospect,she questions whether your carts are heavier than that of your competitor's.You are aware that your carts are slightly heavier than the competitor's carts.What should you do about this objection?

Accepted Answer

A) Inform the customer that weight is not an important parameter and proceed with the presentation. 
B) Ignore it and continue as you had planned. 
C) Pass over it for now and cover it just before the close. 
D) Answer the question and proceed with the presentation. 
E) Ignore it and talk a little faster to regain control of the sales interview. 
A) Inform the customer that weight is not an important parameter and proceed with the presentation. 
B) Ignore it and continue as you had planned. 
C) Pass over it for now and cover it just before the close. 
D) Answer the question and proceed with the presentation. 
E) Ignore it and talk a little faster to regain control of the sales interview.

Question 12

Identify the type of objection that encompasses several forms of economic excuses.

Accepted Answer

A) Hidden 
B) Forestalling 
C) Anticipatory 
D) Fiduciary 
E) Money 
A) Hidden 
B) Forestalling 
C) Anticipatory 
D) Fiduciary 
E) Money

Question 13

Salespeople should never use direct denial to handle objections.Comment.

Accepted Answer

Direct denial can be used if the salespe

Question 14

If Janae says to her prospect,"No.Your data is wrong.The Model K2R has a superior engine and will last twice as long as my competitor's model." Janae is using the _____ technique for handling a prospect's objection.

Accepted Answer

A) boomerang 
B) five-question sequence 
C) direct denial 
D) compensation 
E) dodge 
A) boomerang 
B) five-question sequence 
C) direct denial 
D) compensation 
E) dodge

Question 15

The prospect says,"Your price for this satellite system is 12 percent higher than your competitor's." The salesperson responds,"Are you saying that price is more important than quality?" The salesperson is using which technique for meeting objections?

Accepted Answer

A) Boomerang 
B) Rephrase 
C) Compensation 
D) Pass up 
E) Denial 
A) Boomerang 
B) Rephrase 
C) Compensation 
D) Pass up 
E) Denial

Question 16

An objection which can be answered by the salesperson is called a ________ objection.

Accepted Answer

A) delayed 
B) practical 
C) source 
D) true 
E) hopeless 
A) delayed 
B) practical 
C) source 
D) true 
E) hopeless

Question 17

Opposition or resistance to the information provided by a salesperson is called sales objection.

Accepted Answer

A) True 
 B)False

Question 18

When the prospect's objection is valid,it calls for:

Accepted Answer

A) the boomerang method. 
B) the compensation method. 
C) the direct denial method. 
D) the indirect denial method. 
E) rephrasing of the objection. 
A) the boomerang method. 
B) the compensation method. 
C) the direct denial method. 
D) the indirect denial method. 
E) rephrasing of the objection.

Question 19

When the CEO said,"Our customers don't expect us to give them presents," Austin responded by saying,"You mean your customers don't deserve to be rewarded for their business?" Austin has:

Accepted Answer

A) used the boomerang close. 
B) dodged the objection. 
C) obtained a third-party answer. 
D) rephrased the objection. 
E) used forestalling. 
A) used the boomerang close. 
B) dodged the objection. 
C) obtained a third-party answer. 
D) rephrased the objection. 
E) used forestalling.

Question 20

"Unless your company is willing to pay more,there is no way I can do enough promotion to sell fifty cases." This statement is an example of a(n)_____ objection.

Accepted Answer

A) hidden 
B) stalling 
C) anticipatory 
D) fiduciary 
E) money 
A) hidden 
B) stalling 
C) anticipatory 
D) fiduciary 
E) money

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

Austin asks,"Is there any reason why you think your customers would not enjoy a Clearwater Hamper?" Austin is:

Most objections can be easily rephrased into questions.

Which of the following is most likely true about money objections?

A retail store buyer who dwells on trivial details like the placement of buttons or the stitching on the collar as the reason for not buying,more than likely has _____ objections.

Which of the following statements about the no-need objection is true?

A prospect says "I'll think it over." This can be treated as a no-need objection.

_____ objections are based on loyalty to a present supplier or salesperson.

How does the text classify major and minor objections?

While you are discussing the energy efficiency of your company's golf carts with a prospect,she questions whether your carts are heavier than that of your competitor's.You are aware that your carts are slightly heavier than the competitor's carts.What should you do about this objection?

Identify the type of objection that encompasses several forms of economic excuses.

Salespeople should never use direct denial to handle objections.Comment.

If Janae says to her prospect,"No.Your data is wrong.The Model K2R has a superior engine and will last twice as long as my competitor's model." Janae is using the _____ technique for handling a prospect's objection.

The prospect says,"Your price for this satellite system is 12 percent higher than your competitor's." The salesperson responds,"Are you saying that price is more important than quality?" The salesperson is using which technique for meeting objections?

An objection which can be answered by the salesperson is called a ________ objection.

Opposition or resistance to the information provided by a salesperson is called sales objection.

When the prospect's objection is valid,it calls for:

When the CEO said,"Our customers don't expect us to give them presents," Austin responded by saying,"You mean your customers don't deserve to be rewarded for their business?" Austin has:

"Unless your company is willing to pay more,there is no way I can do enough promotion to sell fifty cases." This statement is an example of a(n)_____ 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

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

Austin asks,"Is there any reason why you think your customers would not enjoy a Clearwater Hamper?" Austin is:

Most objections can be easily rephrased into questions.

Which of the following is most likely true about money objections?

A retail store buyer who dwells on trivial details like the placement of buttons or the stitching on the collar as the reason for not buying,more than likely has _____ objections.

Which of the following statements about the no-need objection is true?

A prospect says "I'll think it over." This can be treated as a no-need objection.

_____ objections are based on loyalty to a present supplier or salesperson.

How does the text classify major and minor objections?

While you are discussing the energy efficiency of your company's golf carts with a prospect,she questions whether your carts are heavier than that of your competitor's.You are aware that your carts are slightly heavier than the competitor's carts.What should you do about this objection?

Identify the type of objection that encompasses several forms of economic excuses.

Salespeople should never use direct denial to handle objections.Comment.

If Janae says to her prospect,"No.Your data is wrong.The Model K2R has a superior engine and will last twice as long as my competitor's model." Janae is using the _____ technique for handling a prospect's objection.

The prospect says,"Your price for this satellite system is 12 percent higher than your competitor's." The salesperson responds,"Are you saying that price is more important than quality?" The salesperson is using which technique for meeting objections?

An objection which can be answered by the salesperson is called a ________ objection.

Opposition or resistance to the information provided by a salesperson is called sales objection.

When the prospect's objection is valid,it calls for:

When the CEO said,"Our customers don't expect us to give them presents," Austin responded by saying,"You mean your customers don't deserve to be rewarded for their business?" Austin has:

"Unless your company is willing to pay more,there is no way I can do enough promotion to sell fifty cases." This statement is an example of a(n)_____ 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