Question 1

A(n)_________ is resistance to a product in which a buyer does not like the way the product looks or feels.

Accepted Answer

product or...

Question 2

Sales resistance is not a normal part of the sales process.

Accepted Answer

A) True 
 B)False

Question 3

Claire is a salesperson for a pharmaceutical company.During sales calls,she often hears the statement,"Give me a couple of weeks to think it over." This statement is an example of a _____.​

Accepted Answer

A)  ​time objection
B)  price objection
C)  ​need objection
D)  ​product objection
E)  ​service objectionF) B) and E)
G) A) and C)

Question 4

The question "Would you like to place an order today?" is an example of which type of technique to earn commitment?​

Accepted Answer

A)  ​The direct commitment method
B)  The boomerang method
C)  ​The summary commitment method
D)  ​The balance sheet commitment method
E)  ​The alternative choice methodF) A) and C)
G) B) and E)

Question 5

In the early days of sales,buyers and sellers were not always truthful with each other,and manipulation was the norm.

Accepted Answer

A) True 
 B)False

Question 6

Most salespeople feel the price objection is an attempt by the buyer to get the salesperson to lower his or her price.

Accepted Answer

A) True 
 B)False

Question 7

Anthony is a salesperson for Xaim Chemicals and is faced with an objection raised by a buyer.According to the LAARC method,the first thing Anthony needs to do is:​

Accepted Answer

A)  ​forestall.
B)  ask for the order.
C)  ​respond to the objection.
D)  ​listen carefully.
E)  ​assess the objection.F) C) and D)
G) A) and D)

Question 8

When preparing for sales resistance,salespeople should remember that:​

Accepted Answer

A)  ​sales resistance should be treated like a question.
B)  sales resistance is not a normal part of the sales process.
C)  ​sales resistance usually reflects a rejection of the product.
D)  ​sales resistance means the buyer is not involved in the presentation.
E)  ​sales resistance means the buyer is not interested in the product.F) All of the above
G) C) and D)

Question 9

Tracy is a salesperson for Zorc Computers and is having trouble getting sales.Her customers consistently bring up need objections,and she is rarely able to overcome them.In this scenario,chances are Tracy:​

Accepted Answer

A)  ​needs to improve her prospecting and qualifying skills.
B)  is not spending enough time presenting the features and benefits of the products.
C)  ​needs to find a way to lower the price of the products.
D)  ​does not know the products well enough to sell them.
E)  ​is working with customers who are loyal to a different supplier.F) B) and E)
G) B) and C)

Question 10

A buyer expressing resistance because he or she is loyal to another supplier is raising a _____.​

Accepted Answer

A)  ​time objection
B)  price objection
C)  ​company objection
D)  ​product objection
E)  ​need objectionF) A) and C)
G) C) and D)

Question 11

Jennifer,a salesperson for Wog Industrial Equipment,likes to address certain known sources of buyer resistance before the buyer brings them up.In this scenario,Jennifer uses the _____ method of handling resistance.​

Accepted Answer

A)  ​forestalling
B)  direct denial
C)  ​translation
D)  ​questioning
E)  ​compensationF) B) and E)
G) A) and C)

Question 12

Which of the following best describes sales resistance?​

Accepted Answer

A)  ​It is anything a salesperson says that gives the prospect a reason to buy.
B)  It is anything the prospect says or does that slows down the buying process.
C)  ​It is the favorable reaction of the prospect to a feature of a product.
D)  ​It is an emotional state brought on through miscommunication.
E)  ​It is an emotional state brought on through misunderstanding.F) C) and D)
G) C) and E)

Question 13

When Andy hears a customer say "I need something a lot cheaper," he knows that a product objection is being raised.

Accepted Answer

A) True 
 B)False

Question 14

The statement "I'm concerned that if we ever have trouble with a copier we have bought from your company,you won't service it in a timely fashion" is an example of a product objection.

Accepted Answer

A) True 
 B)False

Question 15

A straightforward method for earning commitment is the _____.​

Accepted Answer

A)  ​assumptive close method
B)  minor-points close method
C)  ​T-account method
D)  ​success story commitment method
E)  ​direct commitment methodF) All of the above
G) A) and B)

Question 16

_________ refers to a response to buyer objections in which the salesperson answers the objection during the presentation before the buyer has a chance to ask it.

Accepted Answer

The answer of _________ refers to a response to buyer...

Question 17

The assumptive close method for gaining commitment makes the assumption that the buyer wants to make a purchase.​

Accepted Answer

A) True 
 B)False

Question 18

A salesperson attempting to soften the blow in correcting the prospect's information is using the _________ method of handling objections.

Accepted Answer

The answer of A salesperson attempting to soften the blow...

Question 19

Ramon is salesperson for a car manufacturing company.One of his prospects raises an objection,saying that the car is too expensive.Ramon listens to the objection carefully.According to the LAARC method,once Ramon has listened to the customer express his or her objection,he should:​

Accepted Answer

A)  ​continue listening.
B)  assess the objection.
C)  ​acknowledge the objection.
D)  ​respond to the objection.
E)  ​ask confirmatory questions.F) B) and D)
G) B) and C)

Question 20

When dealing with buyer objections,it is always a good idea to use the forestalling method of responding to buyer objections.

Accepted Answer

A) True 
 B)False

Exam 8: Addressing Concerns and Earning Commitment

The statement "I'm concerned that if we ever have trouble with a copier we have bought from your company,you won't service it in a timely fashion" is an example of a product objection.

Correct AnswerverifiedShow Answer

Claire is a salesperson for a pharmaceutical company.During sales calls,she often hears the statement,"Give me a couple of weeks to think it over." This statement is an example of a _____.​

Correct AnswerverifiedShow Answer

A salesperson attempting to soften the blow in correcting the prospect's information is using the _________ method of handling objections.

Correct AnswerverifiedShow Answer

Sales resistance is not a normal part of the sales process.

Correct AnswerverifiedShow Answer

The assumptive close method for gaining commitment makes the assumption that the buyer wants to make a purchase.​

Correct AnswerverifiedShow Answer

The question "Would you like to place an order today?" is an example of which type of technique to earn commitment?​

Correct AnswerverifiedShow Answer

Most salespeople feel the price objection is an attempt by the buyer to get the salesperson to lower his or her price.

Correct AnswerverifiedShow Answer

_________ refers to a response to buyer objections in which the salesperson answers the objection during the presentation before the buyer has a chance to ask it.

Correct AnswerverifiedShow Answer

Which of the following best describes sales resistance?​

Correct AnswerverifiedShow Answer

When preparing for sales resistance,salespeople should remember that:​

Correct AnswerverifiedShow Answer

Jennifer,a salesperson for Wog Industrial Equipment,likes to address certain known sources of buyer resistance before the buyer brings them up.In this scenario,Jennifer uses the _____ method of handling resistance.​

Correct AnswerverifiedShow Answer

Tracy is a salesperson for Zorc Computers and is having trouble getting sales.Her customers consistently bring up need objections,and she is rarely able to overcome them.In this scenario,chances are Tracy:​

Correct AnswerverifiedShow Answer

A buyer expressing resistance because he or she is loyal to another supplier is raising a _____.​

Correct AnswerverifiedShow Answer

Ramon is salesperson for a car manufacturing company.One of his prospects raises an objection,saying that the car is too expensive.Ramon listens to the objection carefully.According to the LAARC method,once Ramon has listened to the customer express his or her objection,he should:​

Correct AnswerverifiedShow Answer

In the early days of sales,buyers and sellers were not always truthful with each other,and manipulation was the norm.

Correct AnswerverifiedShow Answer

A(n)_________ is resistance to a product in which a buyer does not like the way the product looks or feels.

Correct Answerverifiedproduct or...View AnswerShow Answer

Anthony is a salesperson for Xaim Chemicals and is faced with an objection raised by a buyer.According to the LAARC method,the first thing Anthony needs to do is:​

Correct AnswerverifiedShow Answer

When Andy hears a customer say "I need something a lot cheaper," he knows that a product objection is being raised.

Correct AnswerverifiedShow Answer

When dealing with buyer objections,it is always a good idea to use the forestalling method of responding to buyer objections.

Correct AnswerverifiedShow Answer

A straightforward method for earning commitment is the _____.​

Correct AnswerverifiedShow Answer

Correct Answer
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Claire is a salesperson for a pharmaceutical company.During sales calls,she often hears the statement,"Give me a couple of weeks to think it over." This statement is an example of a _____.

Correct Answer
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Correct Answer
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Correct Answer
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The assumptive close method for gaining commitment makes the assumption that the buyer wants to make a purchase.

Correct Answer
verified

The question "Would you like to place an order today?" is an example of which type of technique to earn commitment?

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Which of the following best describes sales resistance?

Correct Answer
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When preparing for sales resistance,salespeople should remember that:

Correct Answer
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Jennifer,a salesperson for Wog Industrial Equipment,likes to address certain known sources of buyer resistance before the buyer brings them up.In this scenario,Jennifer uses the _____ method of handling resistance.

Correct Answer
verified

Tracy is a salesperson for Zorc Computers and is having trouble getting sales.Her customers consistently bring up need objections,and she is rarely able to overcome them.In this scenario,chances are Tracy:

Correct Answer
verified

A buyer expressing resistance because he or she is loyal to another supplier is raising a _____.

Correct Answer
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Ramon is salesperson for a car manufacturing company.One of his prospects raises an objection,saying that the car is too expensive.Ramon listens to the objection carefully.According to the LAARC method,once Ramon has listened to the customer express his or her objection,he should:

Correct Answer
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Correct Answer
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Correct Answer
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product or...
View Answer

Anthony is a salesperson for Xaim Chemicals and is faced with an objection raised by a buyer.According to the LAARC method,the first thing Anthony needs to do is:

Correct Answer
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Correct Answer
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Correct Answer
verified

A straightforward method for earning commitment is the _____.

Correct Answer
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