Question 1

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

Accepted Answer

Sales resistance is a common hurdle that salespeople face during the sales process. It can be caused by various factors such as lack of trust, misunderstanding of the product or service, fear of change, etc. Successful salespeople are skilled at overcoming sales resistance through active listening, addressing concerns, and building rapport with the customer.

Question 2

A salesperson should end the sales call if he or she sees that the buyer sincerely believes they have no need for a product or service.

Accepted Answer

A skilled salesperson can use this opportunity to educate the buyer about unknown needs or benefits of the product or service, potentially changing the buyer's perspective.

Question 3

The important part of using the direct denial method of handling sales resistance is not to humiliate or anger the prospect.

Accepted Answer

The direct denial method involves directly addressing and correcting a prospect's incorrect belief or misinformation, but it's crucial to do so in a way that maintains respect and doesn't embarrass or provoke the prospect. This approach helps preserve a positive relationship and keeps the conversation productive.

Question 4

Some buyers may raise objections during sales presentations because it is customary to do so.

Accepted Answer

Some buyers indeed raise objections during sales presentations as a customary or tactical approach, either to test the salesperson's knowledge, to negotiate better terms, or because they expect to do so as part of the buying process.

Question 5

Without a need, prospects have little or no reason to talk to a salesperson.

Accepted Answer

Prospects are typically motivated to engage with salespeople when they have a specific need or problem that the product or service can address. Without a need, there is little incentive for them to invest time in a sales conversation.

Question 6

Research has shown that traditional techniques of earning commitment, such as standing-room-only close and fear close, are considered professional by most buyers.

Accepted Answer

Traditional techniques like standing-room-only close and fear close are often viewed as manipulative or high-pressure tactics by buyers, which can be seen as unprofessional and may erode trust.

Question 7

The statement "I have never heard of your company" is an example of a product objection.

Accepted Answer

This statement is an example of a lack of awareness or knowledge about the company, not a direct objection to the product itself.

Question 8

The continuous yes close technique for gaining commitment is a selling technique in which the salesperson makes the assumption that the buyer wants to make a purchase.

Accepted Answer

The answer of The continuous yes close technique for gaining...

Question 9

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

Accepted Answer

The answer of When Andy hears his customer say "I...

Question 10

A 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 price, service, warranty, and delivery concerns may not be fully engaged or interested in the product or service, as these questions typically indicate a deeper consideration of the purchase.

Question 11

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

Accepted Answer

Asking probing questions after a price objection is a common and effective technique for salespeople to understand the buyer's concerns, clarify the value proposition, and tailor their responses to address those concerns.

Question 12

The forestalling method of responding to buyer objections should be used only when there is a high probability that the prospect will indeed raise the objection.

Accepted Answer

The answer of The forestalling method of responding to buyer...

Question 13

A salesperson should always incorporate as many outstanding benefits of a product as possible into a sales presentation.

Accepted Answer

Overloading a presentation with too many benefits can overwhelm the customer and detract from the key messages that would actually motivate them to purchase. It's more effective to focus on benefits that directly address the customer's needs and concerns.

Question 14

While handling a price objection, the product's value must be established before the salesperson spends time discussing price.

Accepted Answer

Establishing the product's value upfront helps the customer understand the benefits and justifications for the price, making them more receptive to discussions about cost.

Question 15

Most salespeople feel that price objections are mostly raised in cases where buyers are not qualified properly.

Accepted Answer

The answer of Most salespeople feel that price objections are...

Question 16

The goal of the forestalling method of responding to objections is to turn an apparent deficiency into an asset or reason to buy.

Accepted Answer

The answer of The goal of the forestalling method of...

Question 17

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

Accepted Answer

Historically, sales tactics often involved manipulation and deceit to persuade buyers, as there was less regulation and consumer protection, making honesty less of a priority in transactions.

Question 18

Many purchasing agents have a motto never to buy on the first call with a salesperson.

Accepted Answer

Many purchasing agents adopt this motto as a strategy to avoid making impulsive decisions, allowing time to compare options, negotiate better deals, or consult with other decision-makers.

Question 19

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 20

In the boomerang method of overcoming sales objections, a salesperson responds to buyer objections by taking a softer, more tactful approach when correcting a prospect or customer's information.

Accepted Answer

The boomerang method involves turning a customer's objection into a reason to buy the product or service, not merely taking a softer approach in correcting information.

Quiz 8: Addressing Concerns and Earning Commitment