Question 1

After dealing with a prospect's objection,the very next thing the professional salesperson should do is to:

Accepted Answer

A) apply the FAB sequence. 
B) use the 5-question sequence. 
C) return to the SELL sequence. 
D) conduct a trial close. 
E) continue the presentation. 
A) apply the FAB sequence. 
B) use the 5-question sequence. 
C) return to the SELL sequence. 
D) conduct a trial close. 
E) continue the presentation.

Question 2

A prospect says,"I think the price of your display case is a little high." The salesperson replies,"Let me tell you about the value that goes with our display case." What method is the salesperson using to meet the objection?

Accepted Answer

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

Question 3

Which of the following is a positive method for dealing with price issues during the business proposition phase?

Accepted Answer

A) The product costs $5,000. 
B) Your rate will be only prime plus two. 
C) You can pay the total price over a series of months. 
D) How much would you like to pay us every month? 
E) We'll take off $6,000 to trade in your used car. 
A) The product costs $5,000. 
B) Your rate will be only prime plus two. 
C) You can pay the total price over a series of months. 
D) How much would you like to pay us every month? 
E) We'll take off $6,000 to trade in your used car.

Question 4

Which among the following is the best example of a no-need objection?

Accepted Answer

A) "I have to think this over before I buy." 
B) "I plan to wait until fall before I buy a new car." 
C) "I am pleased with the performance of the car I have now." 
D) "I can't afford a new car now." 
E) "I want to buy from a more established car dealer." 
A) "I have to think this over before I buy." 
B) "I plan to wait until fall before I buy a new car." 
C) "I am pleased with the performance of the car I have now." 
D) "I can't afford a new car now." 
E) "I want to buy from a more established car dealer."

Question 5

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." Once the salesperson determined that this was a condition of sale,he should:

Accepted Answer

A) engage in negotiation. 
B) use stalling techniques until he can contact his supervisor. 
C) use forestalling. 
D) use a dodge. 
E) realize that he can never close the sale. 
A) engage in negotiation. 
B) use stalling techniques until he can contact his supervisor. 
C) use forestalling. 
D) use a dodge. 
E) realize that he can never close the sale.

Question 6

The prospective buyer says,"I would buy your line of cleaning products if you offered a quantity discount." The salesperson responds,"Discounts are commonly offered in this business and if you order today,I am authorized to give you a cumulative quantity discount." The salesperson has:

Accepted Answer

A) implemented a contingency objection. 
B) turned an objection into a condition of sale. 
C) used forestalling. 
D) benchmarked the sale. 
E) used a sales dodge. 
A) implemented a contingency objection. 
B) turned an objection into a condition of sale. 
C) used forestalling. 
D) benchmarked the sale. 
E) used a sales dodge.

Question 7

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

Accepted Answer

A) "I want to buy from a more established car dealer" 
B) "I prefer to buy a used car" 
C) "I am happy with the vehicle I am currently driving" 
D) "I cannot afford a large monthly payment" 
E) "I'll get back to you later after my wife and I have decided which car style we like" 
A) "I want to buy from a more established car dealer" 
B) "I prefer to buy a used car" 
C) "I am happy with the vehicle I am currently driving" 
D) "I cannot afford a large monthly payment" 
E) "I'll get back to you later after my wife and I have decided which car style we like"

Question 8

Christopher Wright,a salesman of 3S Computers,is preparing for a very important sales call and needs to be prepared for customer objections.What are the general guidelines that Christopher should review regarding how to handle objections?

Accepted Answer

Christopher should do the following to m

Question 9

The no-need response strongly implies the end of a sales call.

Accepted Answer

A) True 
 B)False

Question 10

_____ refers to reaching an agreement mutually satisfactory to both buyer and seller.

Accepted Answer

A) Collaboration 
B) Strategic allying 
C) Negotiation 
D) Partnering 
E) Networking 
A) Collaboration 
B) Strategic allying 
C) Negotiation 
D) Partnering 
E) Networking

Question 11

Gordon has just finished his sales presentation when his prospect says," I love your accounting software but I must discuss it with my boss." Identify the type of objection being utilized by the prospect.

Accepted Answer

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

Question 12

After the sales presentation,the prospect responds by saying,"Your blood sugar monitoring devices are very nice,but we buy only from established brands." Identify the type of objection being projected by the prospect.

Accepted Answer

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

Question 13

The dodge method of handling an objection takes the prospect's objection and converts it into a reason to buy.

Accepted Answer

A) True 
 B)False

Question 14

True objections come in two types:

Accepted Answer

A) situational and personal. 
B) practical and impractical. 
C) external and internal. 
D) major and minor. 
E) physiological and psychological. 
A) situational and personal. 
B) practical and impractical. 
C) external and internal. 
D) major and minor. 
E) physiological and psychological.

Question 15

Jessica sells exercise equipment to health clubs and similar facilities.During a sales call,her prospect says,"Our clients are quite happy with the results they are getting from the use of our current equipment." This is an example of a _____ objection.

Accepted Answer

A) stalling 
B) dodging 
C) hidden 
D) product 
E) process 
A) stalling 
B) dodging 
C) hidden 
D) product 
E) process

Question 16

According to the Golden Rule of Selling,the salesperson should always leave immediately when a prospect says "No,I do not need your product."

Accepted Answer

A) True 
 B)False

Question 17

A prospect's response during a sales presentation could be categorized as any of the following EXCEPT a(n):

Accepted Answer

A) request for more information. 
B) indirect suggestion. 
C) hopeless objection. 
D) condition of sale. 
E) true objection. 
A) request for more information. 
B) indirect suggestion. 
C) hopeless objection. 
D) condition of sale. 
E) true objection.

Question 18

A prospect tells a salesperson,"I'm not interested in the type of products that you sell." The salesperson responds with,"Why?" The salesperson has used the ________ approach for meeting objections.

Accepted Answer

A) pass up 
B) dodge 
C) denial 
D) postpone 
E) boomerang 
A) pass up 
B) dodge 
C) denial 
D) postpone 
E) boomerang

Question 19

Which of the following statements about handling sales objections is true?

Accepted Answer

A) Discuss disadvantages in the beginning of the presentation. 
B) Consider objections as barriers to sales. 
C) Objections distort your ability to understand a prospect's needs. 
D) Do not use a nonverbal communication to respond to an objection. 
E) Do not take the objections personally. 
A) Discuss disadvantages in the beginning of the presentation. 
B) Consider objections as barriers to sales. 
C) Objections distort your ability to understand a prospect's needs. 
D) Do not use a nonverbal communication to respond to an objection. 
E) Do not take the objections personally.

Question 20

What should a salesperson do after finishing the sales presentation?

Accepted Answer

A) Use a trial close to determine the attitude of the product. 
B) Wait for a positive response from the buyer. 
C) Ask for the order after fully doing the presentation. 
D) Ask questions to assess the amount of knowledge gained by the prospect. 
E) Present proof statements. 
A) Use a trial close to determine the attitude of the product. 
B) Wait for a positive response from the buyer. 
C) Ask for the order after fully doing the presentation. 
D) Ask questions to assess the amount of knowledge gained by the prospect. 
E) Present proof statements.

After dealing with a prospect's objection,the very next thing the professional salesperson should do is to:

A prospect says,"I think the price of your display case is a little high." The salesperson replies,"Let me tell you about the value that goes with our display case." What method is the salesperson using to meet the objection?

Which of the following is a positive method for dealing with price issues during the business proposition phase?

Which among the following is the best example of a no-need objection?

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." Once the salesperson determined that this was a condition of sale,he should:

The prospective buyer says,"I would buy your line of cleaning products if you offered a quantity discount." The salesperson responds,"Discounts are commonly offered in this business and if you order today,I am authorized to give you a cumulative quantity discount." The salesperson has:

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

Christopher Wright,a salesman of 3S Computers,is preparing for a very important sales call and needs to be prepared for customer objections.What are the general guidelines that Christopher should review regarding how to handle objections?

The no-need response strongly implies the end of a sales call.

_____ refers to reaching an agreement mutually satisfactory to both buyer and seller.

Gordon has just finished his sales presentation when his prospect says," I love your accounting software but I must discuss it with my boss." Identify the type of objection being utilized by the prospect.

After the sales presentation,the prospect responds by saying,"Your blood sugar monitoring devices are very nice,but we buy only from established brands." Identify the type of objection being projected by the prospect.

The dodge method of handling an objection takes the prospect's objection and converts it into a reason to buy.

True objections come in two types:

Jessica sells exercise equipment to health clubs and similar facilities.During a sales call,her prospect says,"Our clients are quite happy with the results they are getting from the use of our current equipment." This is an example of a _____ objection.

According to the Golden Rule of Selling,the salesperson should always leave immediately when a prospect says "No,I do not need your product."

A prospect's response during a sales presentation could be categorized as any of the following EXCEPT a(n):

A prospect tells a salesperson,"I'm not interested in the type of products that you sell." The salesperson responds with,"Why?" The salesperson has used the ________ approach for meeting objections.

Which of the following statements about handling sales objections is true?

What should a salesperson do after finishing the sales presentation?

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

After dealing with a prospect's objection,the very next thing the professional salesperson should do is to:

A prospect says,"I think the price of your display case is a little high." The salesperson replies,"Let me tell you about the value that goes with our display case." What method is the salesperson using to meet the objection?

Which of the following is a positive method for dealing with price issues during the business proposition phase?

Which among the following is the best example of a no-need objection?

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." Once the salesperson determined that this was a condition of sale,he should:

The prospective buyer says,"I would buy your line of cleaning products if you offered a quantity discount." The salesperson responds,"Discounts are commonly offered in this business and if you order today,I am authorized to give you a cumulative quantity discount." The salesperson has:

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

Christopher Wright,a salesman of 3S Computers,is preparing for a very important sales call and needs to be prepared for customer objections.What are the general guidelines that Christopher should review regarding how to handle objections?

The no-need response strongly implies the end of a sales call.

_____ refers to reaching an agreement mutually satisfactory to both buyer and seller.

Gordon has just finished his sales presentation when his prospect says," I love your accounting software but I must discuss it with my boss." Identify the type of objection being utilized by the prospect.

After the sales presentation,the prospect responds by saying,"Your blood sugar monitoring devices are very nice,but we buy only from established brands." Identify the type of objection being projected by the prospect.

The dodge method of handling an objection takes the prospect's objection and converts it into a reason to buy.

True objections come in two types:

Jessica sells exercise equipment to health clubs and similar facilities.During a sales call,her prospect says,"Our clients are quite happy with the results they are getting from the use of our current equipment." This is an example of a _____ objection.

According to the Golden Rule of Selling,the salesperson should always leave immediately when a prospect says "No,I do not need your product."

A prospect's response during a sales presentation could be categorized as any of the following EXCEPT a(n):

A prospect tells a salesperson,"I'm not interested in the type of products that you sell." The salesperson responds with,"Why?" The salesperson has used the ________ approach for meeting objections.

Which of the following statements about handling sales objections is true?

What should a salesperson do after finishing the sales presentation?

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