FiltersDone

Question type

Essay

Multiple Choice

Short Answer

True False

Matching

Exam 10: Responding to Objections

Show Answer

Share

---

All types

Filters

Study FlashcardsPractice ExamLearn

Question 1

Multiple Choice

Review LaterAdd Note

Review Later

Which of the following methods of handling a prospect's objection is only appropriate when the prospect's statement is blatantly untrue?

A) Direct denial
B) Compensation
C) Revisit
D) Acknowledge
E) Postpone

F) None of the above
G) B) and C)

Correct Answer

verified

Show Answer

Question 2

True/False

Review LaterAdd Note

Review Later

Prospects never object to setting the appointment times or dates that salespeople request to introduce products,especially when the products are unfamiliar.

A) True
B) False

Correct Answer

verified

Show Answer

Question 3

True/False

Review LaterAdd Note

Salespeople should use the postponement method when a prospect is blowing off steam and does not have a valid objection.

Selling a new and different good,service,or idea is called:

One common method for dealing with a prospect's objections is the acknowledge method.What are the conditions for using this method?

While a salesperson was trying to sell a new textbook,a professor began to complain about the rising cost of textbooks.The salesperson responded,"Yeah,it's not cheap to get quality education these days." Then,after a pause,the salesperson continued,"Say,did I tell you who wrote the test bank that comes with this book?" Which method did the salesperson use to deal with the objection?

How can a salesperson separate excuses from objections?

If Augusta does not build the value of her product in her prospect's mind to the point where it is greater than the price asked,there will be no sale.

A(n) _____ is a concern or a question raised by a buyer.

Which of the following is an important feature of the indirect denial method of responding to objections?

"You'll notice the trimming machine requires workers to pull two levers at the same time.Although this may appear inconvenient,it ensures that the workers' hands will not be caught in the blades." In this example,the salesperson is _____ an objection regarding the extra effort required to use the trimming machine.

Rhonda is suspicious about Adam's statement that his company cannot afford her product.Her latest research on the firm suggests that not only do they need the new piece of equipment but also that financing can be obtained from a local bank.In fact,something about the tone of his voice makes her believe that this was just a(n) _____ to hide his real objection to buying.

When responding to a buyer's objection,a salesperson should:

If a prospect legitimately offers the "no money" objection,the salesperson should give up trying to sell to him or her.

The Interface carpet salesperson knew his prospect would be skeptical about whether a carpet made from corn could be as soft and pliable as a carpet made from nylon,so he brought both types of carpet to the sale and let the buyer examine them closely.What was the carpet salesperson doing when he invited the buyer to look at the carpet before actually beginning his sales presentation?

If a salesperson uses the postpone method of responding to an objection and the prospect obstinately insists on an answer right at the time,the salesperson should:

The worst type of objection is the one a buyer refuses to disclose because a hidden objection cannot be dealt with.

When a prospect asked how quickly the replacement part for a wood laminating machine could be delivered in the event of a part failure,the salesperson said,"Before we discuss replacement parts,let me explain to you how my company's machine reduces waste to a minimum and still produces beautiful laminations." What method for handling an objection was used in this example?

Dana sells a particular brand of ionomer resins,which are used in the packaging of meats.As she was making her sales presentation to the purchasing agent of a meat distributor,he said,"I sure do wish people would get over this idea that they only have to eat chicken.Good beef is getting harder and harder to find." Dana responded,"I enjoy a good steak myself." She paused briefly and then asked,"But,did you know that this product can cut your packaging rejects in half?" In this scenario,Dana used the _____ method to respond to the objection.

When a buyer asked the price of a particular model of meat slicer,the company's salesperson said,"If you don't mind,we can discuss that later,after I show you how this slicer can handle everything from steaks to onions." In this scenario,the salesperson was using the _____ method to respond to the buyer's objection.