Question 1

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

Accepted Answer

False

Question 2

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

Accepted Answer

Forestalling is not always appropriate as it involves addressing objections before they are raised, which can sometimes lead to unnecessary concerns or seem presumptive. It's important to assess the situation and the buyer's needs before choosing a method.

Question 3

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

Accepted Answer

The statement is true. The assumptive close assumes that the buyer is ready to make a purchase and it is a technique used to encourage the buyer to make a decision by presenting options that they can choose from.

Question 4

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

Accepted Answer

Sales resistance is a normal part of the sales process. It is the natural response of a potential customer to resist a sales pitch or offer. Sales professionals need to anticipate and handle sales resistance in order to close a sale.

Question 5

Which of the following best describes sales resistance?​

Accepted Answer

Sales resistance refers to any objections, concerns or hesitations expressed by a prospect that slows down or prevents the sales process. It is not something a salesperson says (option A), nor is it a positive reaction to a product feature (option C) or a result of miscommunication (options D and E).

Question 6

Using the direct denial method for handling resistance may anger the buyer.

Accepted Answer

The direct denial method involves directly refuting the buyer's objections or concerns. This approach can come across as confrontational and may lead to the buyer becoming defensive or angry. It can potentially damage the relationship between the buyer and the seller. Therefore, it is not always the most effective way to handle resistance.

Question 7

The question "How do I know you'll meet our delivery requirements?" is an example of a need objection.​

Accepted Answer

The answer of The question "How do I know you'll...

Question 8

When a buyer says,"The problem is that the specifications do not match what we have now," he or she is expressing which of the following types of objections?​

Accepted Answer

The buyer is expressing a product objection, indicating that there is a problem with the specifications of the product not matching what they currently have.

Question 9

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

Accepted Answer

Sales resistance should be treated like a question because it is an opportunity for the salesperson to address any concerns or doubts the buyer may have about the product. By treating it as a question, the salesperson can provide additional information and overcome any objections, ultimately increasing the likelihood of making a sale.

Question 10

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

The answer of The statement "I'm concerned that if we...

Question 11

The prospect that does not question price,service,warranty,and delivery concerns is probably interested in buying a product or service.

Accepted Answer

A prospect who does not question important aspects like price, service, warranty, and delivery may not be genuinely interested or may not have enough information to make a purchasing decision.

Question 12

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

Accepted Answer

This is a common misconception among salespeople, but it is not always the case. The buyer may have legitimate concerns about the value of the product or service in relation to its price, or may simply be trying to negotiate a better deal. It is important for salespeople to address the objection and provide value justification for their pricing.

Question 13

​Brian is a salesperson for a payroll processing company.He has found that a few of his prospects raise objections even when it is clear that the solution he is presenting will work and is worth the price.The prospects feel comfortable with their current payroll processing systems,and are hesitant to adopt the new technique proposed by Brian.In this scenario,which of the following is most likely a reason the prospects raise objections?

Accepted Answer

The prospects' objections are most likely due to their resistance to change, as they feel comfortable with their current system and are hesitant to adopt a new technique. They may understand the benefits of the new system, but their fear of change and disruption may cause them to raise objections.

Question 14

Mike is a sales representative for an industrial equipment company.He plans to meet as many prospective buyers as possible in order to reach his sales target.Mike can expect sales resistance from prospects when:​

Accepted Answer

Sales resistance may occur when prospects are not willing to meet with the sales representative in the first place, as they may want to avoid the sales interview altogether. While options B, C, D, and E may also present sales resistance in certain scenarios, option A is the most general and applicable answer.

Question 15

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

Accepted Answer

In the early days of sales, buyers and sellers had little regulation or standards of ethics, leading to dishonesty and manipulation being commonplace.

Question 16

Traditional techniques for gaining commitment are still viewed as effective by most professional buyers today.

Accepted Answer

The answer of Traditional techniques for gaining commitment are still...

Question 17

Buyers may raise objections because it is customary to do so.

Accepted Answer

Buyers may raise objections as a way to clarify information, negotiate better terms, express concerns or hesitations, or simply as part of their decision-making process. It is a common practice in sales and should be anticipated and handled by the seller.

Question 18

After a buyer expresses a price objection,it is inappropriate for the salesperson to ask the buyer probing questions.

Accepted Answer

It is appropriate for the salesperson to ask probing questions after a price objection to uncover the root of the objection and address any concerns the buyer may have.

Question 19

A prospect who _____ will say no during the first few calls to test the salesperson's persistence.​

Accepted Answer

Some prospects object as a matter of custom to test the salesperson's persistence and see if they are genuinely interested in making the sale.

Question 20

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

If Tracy's customers consistently bring up need objections, it suggests that she may not be targeting the right prospects or properly qualifying them before presenting her products. Improving her prospecting and qualifying skills will help her identify and focus on customers who are more likely to benefit from her products, which in turn will increase her chances of making sales.

Quiz 8: Addressing Concerns and Earning Commitment