Question 1

When a prospect shows resistance to a salesperson's attempt to close a sale,the customer is most likely:

Accepted Answer

A) creating a sales challenge. 
B) using a condition of sale. 
C) dodging the sale. 
D) forestalling. 
E) raising an objection. 
A) creating a sales challenge. 
B) using a condition of sale. 
C) dodging the sale. 
D) forestalling. 
E) raising an objection.

Question 2

A hopeless objection is one that cannot be answered by the salesperson.

Accepted Answer

A) True 
 B)False

Question 3

Forestalling is best described as a:

Accepted Answer

A) method for dealing with customers who use money objections. 
B) way to attack any type of customer objection. 
C) method of discussing anticipated objections before they arise. 
D) five-question sequence for dealing with customer objections. 
E) form of direct denial based on proof statements. 
A) method for dealing with customers who use money objections. 
B) way to attack any type of customer objection. 
C) method of discussing anticipated objections before they arise. 
D) five-question sequence for dealing with customer objections. 
E) form of direct denial based on proof statements.

Question 4

If you are 100 percent sure that you cannot overcome an objection,never ask for the order.

Accepted Answer

A) True 
 B)False

Question 5

Which of the following is NOT a psychological objection?

Accepted Answer

A) Resistance to domination 
B) Resistance to spending money 
C) Predetermined beliefs 
D) Dislikes making a buying decision 
E) Prospect having overstock of your products 
A) Resistance to domination 
B) Resistance to spending money 
C) Predetermined beliefs 
D) Dislikes making a buying decision 
E) Prospect having overstock of your products

Question 6

After responding to an objection,the salesperson should ask for the order.

Accepted Answer

A) True 
 B)False

Question 7

Which category of objection is typically used when the prospect wants to get rid of the salesperson in the most courteous manner possible?

Accepted Answer

The no-need objectio

Question 8

The salesperson should most likely be prepared to handle the prospect's objection(s):

Accepted Answer

A) after the close. 
B) after the presentation. 
C) during the approach. 
D) after the demonstration. 
E) anytime during the sales call. 
A) after the close. 
B) after the presentation. 
C) during the approach. 
D) after the demonstration. 
E) anytime during the sales call.

Question 9

Which of the following is NOT an example of what a pharmaceutical salesperson should say immediately after dealing with a prospect's objection?

Accepted Answer

A) "Shall I write up your order now?" 
B) "Wasn't that what you wanted to hear?" 
C) "Have I adequately clarified our credit policies?" 
D) "With that issue of product safety settled,don't you think that we can go ahead?" 
E) "That solves that inventory problem,doesn't it?" 
A) "Shall I write up your order now?" 
B) "Wasn't that what you wanted to hear?" 
C) "Have I adequately clarified our credit policies?" 
D) "With that issue of product safety settled,don't you think that we can go ahead?" 
E) "That solves that inventory problem,doesn't it?"

Question 10

The two broad categories of objections are _____,which can never be solved and _____,which can be answered.

Accepted Answer

A) potential objections;actual objections 
B) hopeless objections;true objections 
C) superficial objections;actual objections 
D) feigned objections;real objections 
E) generic objections;specialized objections 
A) potential objections;actual objections 
B) hopeless objections;true objections 
C) superficial objections;actual objections 
D) feigned objections;real objections 
E) generic objections;specialized objections

Question 11

What is the correct action for a salesperson to take if he or she is 100 percent sure that the prospect's objection cannot be overcome?

Accepted Answer

Always ask for the o

Question 12

During the sales presentation,the CEO announced,"I think the prices for your individual hampers are too high." Austin replied,"Give me a minute and I'll show you how spending a relatively small amount of money can really impress your customers." Austin:

Accepted Answer

A) ignored the objection. 
B) postponed the handling of the objection. 
C) used empathetic denial to handle the objection. 
D) avoided the use of forestalling. 
E) used the showmanship method of dealing with objections. 
A) ignored the objection. 
B) postponed the handling of the objection. 
C) used empathetic denial to handle the objection. 
D) avoided the use of forestalling. 
E) used the showmanship method of dealing with objections.

Question 13

When an objection turns into a condition of sale,it most likely means that:

Accepted Answer

A) the prospect does not like the guarantee provided with the product. 
B) the prospect does not have decision-making authority. 
C) if the salesperson meets the prospect's request,the prospect will buy. 
D) the prospect does not like the payment terms offered. 
E) the objection is true and cannot be overcome by the salesperson. 
A) the prospect does not like the guarantee provided with the product. 
B) the prospect does not have decision-making authority. 
C) if the salesperson meets the prospect's request,the prospect will buy. 
D) the prospect does not like the payment terms offered. 
E) the objection is true and cannot be overcome by the salesperson.

Question 14

What is the difference between a direct denial and an indirect denial?

Accepted Answer

An indirect denial is different from a d

Question 15

The salesperson should hope that the prospect says nothing during her presentation so that she can give an uninterrupted sales presentation.

Accepted Answer

A) True 
 B)False

Question 16

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 this objection?

Accepted Answer

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

Question 17

Objections are classified into two categories: maximum and minimum.

Accepted Answer

A) True 
 B)False

Question 18

When the prospect said,"I know that your company usually ships in batches of 6 dozen cases,but I don't have room to store that much merchandise." The salesperson must first:

Accepted Answer

A) try to negotiate with the customer to make a sale. 
B) determine if the prospect is setting a condition. 
C) smoke out the hidden and hopeless objections. 
D) use a dodge to create interest in the prospect. 
E) determine if the objection is major or minor. 
A) try to negotiate with the customer to make a sale. 
B) determine if the prospect is setting a condition. 
C) smoke out the hidden and hopeless objections. 
D) use a dodge to create interest in the prospect. 
E) determine if the objection is major or minor.

Question 19

The prospect says,"Your company has only been in business for two years.I like to buy from established companies." The prospect is using a _____ objection.

Accepted Answer

A) stalling 
B) covert 
C) no-need 
D) hidden 
E) source 
A) stalling 
B) covert 
C) no-need 
D) hidden 
E) source

Question 20

Alex sells veterinarian supplies.He has developed a close relationship with his customers.Which type of objection is Alex LEAST likely to hear when he tries to get one of his veterinarian customers to try a new type of shampoo that eliminates problems with ticks and fleas?

Accepted Answer

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

When a prospect shows resistance to a salesperson's attempt to close a sale,the customer is most likely:

A hopeless objection is one that cannot be answered by the salesperson.

Forestalling is best described as a:

If you are 100 percent sure that you cannot overcome an objection,never ask for the order.

Which of the following is NOT a psychological objection?

After responding to an objection,the salesperson should ask for the order.

Which category of objection is typically used when the prospect wants to get rid of the salesperson in the most courteous manner possible?

The salesperson should most likely be prepared to handle the prospect's objection(s):

Which of the following is NOT an example of what a pharmaceutical salesperson should say immediately after dealing with a prospect's objection?

The two broad categories of objections are _,which can never be solved and _,which can be answered.

What is the correct action for a salesperson to take if he or she is 100 percent sure that the prospect's objection cannot be overcome?

During the sales presentation,the CEO announced,"I think the prices for your individual hampers are too high." Austin replied,"Give me a minute and I'll show you how spending a relatively small amount of money can really impress your customers." Austin:

When an objection turns into a condition of sale,it most likely means that:

What is the difference between a direct denial and an indirect denial?

The salesperson should hope that the prospect says nothing during her presentation so that she can give an uninterrupted sales presentation.

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 this objection?

Objections are classified into two categories: maximum and minimum.

When the prospect said,"I know that your company usually ships in batches of 6 dozen cases,but I don't have room to store that much merchandise." The salesperson must first:

The prospect says,"Your company has only been in business for two years.I like to buy from established companies." The prospect is using a _____ objection.

Alex sells veterinarian supplies.He has developed a close relationship with his customers.Which type of objection is Alex LEAST likely to hear when he tries to get one of his veterinarian customers to try a new type of shampoo that eliminates problems with ticks and fleas?

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

When a prospect shows resistance to a salesperson's attempt to close a sale,the customer is most likely:

A hopeless objection is one that cannot be answered by the salesperson.

Forestalling is best described as a:

If you are 100 percent sure that you cannot overcome an objection,never ask for the order.

Which of the following is NOT a psychological objection?

After responding to an objection,the salesperson should ask for the order.

Which category of objection is typically used when the prospect wants to get rid of the salesperson in the most courteous manner possible?

The salesperson should most likely be prepared to handle the prospect's objection(s):

Which of the following is NOT an example of what a pharmaceutical salesperson should say immediately after dealing with a prospect's objection?

The two broad categories of objections are _____,which can never be solved and _____,which can be answered.

What is the correct action for a salesperson to take if he or she is 100 percent sure that the prospect's objection cannot be overcome?

During the sales presentation,the CEO announced,"I think the prices for your individual hampers are too high." Austin replied,"Give me a minute and I'll show you how spending a relatively small amount of money can really impress your customers." Austin:

When an objection turns into a condition of sale,it most likely means that:

What is the difference between a direct denial and an indirect denial?

The salesperson should hope that the prospect says nothing during her presentation so that she can give an uninterrupted sales presentation.

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 this objection?

Objections are classified into two categories: maximum and minimum.

When the prospect said,"I know that your company usually ships in batches of 6 dozen cases,but I don't have room to store that much merchandise." The salesperson must first:

The prospect says,"Your company has only been in business for two years.I like to buy from established companies." The prospect is using a _____ objection.

Alex sells veterinarian supplies.He has developed a close relationship with his customers.Which type of objection is Alex LEAST likely to hear when he tries to get one of his veterinarian customers to try a new type of shampoo that eliminates problems with ticks and fleas?

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

The two broad categories of objections are _,which can never be solved and _,which can be answered.