Question 1

Which of the following types of sales resistance is most common but usually not the most important issue?
A) Quality concerns
B) Price concerns
C) Trust concerns
D) Performance concerns
E) Delivery concerns

Accepted Answer

"Price concerns" are often the most common type of sales resistance, as customers are often looking for the best deal. However, it is not always the most important issue as other factors such as quality, trust, and performance can also play a significant role in a customer's decision-making process.

Question 2

Mike is a sales rep for an industrial equipment company. Mike can expect sales resistance when ____.
A) The buyer wants to avoid the sales interview
B) The prospect lacks information.
C) The buyer simply resists change
D) The he has failed to prospect properly.
E) All of the above are correct.

Accepted Answer

Sales resistance can occur in all the scenarios mentioned: avoiding the interview, lack of information, resistance to change, and improper prospecting.

Question 3

"Give me a couple of weeks to think it over" is an example of which type of objection?
A) Time
B) Price
C) No need
D) Product related
E) Service related

Accepted Answer

The customer is expressing a need for more time to make a decision, indicating a time-related objection.

Question 4

Which of the following best describes buyer resistance?
A) Price is too high
B) Anything the prospect says or does that slows down the buying process
C) Anytime the prospect says "no"
D) An emotional state brought on through miscommunication.
E) An emotional state brought on through misunderstanding

Accepted Answer

Buyer resistance refers to any obstacle or objection that slows down or prevents the buying process. This can take many forms, including objections to price, uncertainty about the product or service, or objections to the salesperson's approach. The term "buyer resistance" encompasses all of these objections, and is best described as anything the prospect says or does that slows down the buying process.

Question 5

LAARC is an acronym for ____.
A) Listen, acknowledge, assess, respond, confirm
B) Listen, assess, acknowledge, respond, confirm
C) Listen, ask, reply, confirm
D) Listen, ask, reply, consider
E) None of the above

Accepted Answer

LAARC stands for Listen, Acknowledge, Assess, Respond, Confirm.

Question 6

Tami is a new salesperson for ABC Industrial Equipment Co. and is concerned about her ability to handle objections. She is comforted somewhat by knowing that most objections fall into one of five categories. Which of the following is not one of those categories?
A) Need objections
B) Product or service objections
C) Price objections
D) Company or source objections
E) Confirmed objections

Accepted Answer

The five categories of objections are need objections, product or service objections, price objections, company or source objections, and urgency or time objections. "Confirmed objections" is not one of the categories.

Question 7

Which of the following is not a common reason why prospects raise objections?
A) The prospect wants to avoid the sales interview
B) Objecting is a matter of custom
C) The prospect fails to recognize the need
D) The prospect lacks information
E) All of the above are common reasons why prospects raise objections.

Accepted Answer

All the options listed are common reasons why prospects might raise objections during a sales process.

Question 8

A buyer expressing resistance because he/she is loyal to another supplier is raising which type of objection?
A) Forestalling
B) Price
C) Company or Source
D) Product related
E) Service related

Accepted Answer

The buyer's loyalty to another supplier indicates that the objection is related to the company or source rather than the product or service offered. The buyer may have an established relationship with the other supplier, which makes it difficult for them to switch to a new supplier.

Question 9

Buyer resistance to the progression of the sale is referred to as _____________.
A) A threat to the sale
B) An objection
C) Interest
D) A buyer initiated challenge (BIC)
E) Show stopper

Accepted Answer

Buyer resistance to the progression of the sale is commonly referred to as an objection. This is when a buyer expresses concerns, questions, or doubts about the product or service being sold, which can hinder the sale's progress. The salesperson needs to handle objections effectively to overcome buyer resistance and move the sale forward. The other options are either incorrect or not specific to buyer resistance during a sale.

Question 10

Which of the following reasons for objections is most likely to result in a lost sale?
A) The prospect wants to avoid the sales interview
B) Objecting is a matter of custom
C) The prospect is not a qualified prospect
D) The prospect wants to show interest
E) The prospect lacks information

Accepted Answer

If the prospect is not qualified, they may not have the need, authority, or resources to make a purchase, leading to a lost sale.

Question 11

When preparing for sales resistance, salespeople should remember ____.
A) Sales resistance should be treated like a question
B) Sales resistance is normal part of the sales process
C) Sales resistance usually reflects interest in the product
D) Sales resistance means the buyer is at least somewhat involved in the presentation
E) All of the above

Accepted Answer

All of the given options are correct. Sales resistance is a common occurrence during the sales process, and salespeople should not be discouraged by it. Instead, they should treat it as an opportunity to address any concerns and build a stronger relationship with the buyer. Sales resistance often reflects the buyer's interest in the product, and it means that they are at least somewhat involved in the presentation. Therefore, salespeople should be prepared to handle sales resistance effectively and turn it into a positive outcome.

Question 12

A buyer who says "We have a better offer from your competitor" is likely expressing a(n) ____ objection.
A) Price
B) Time
C) Source
D) Need
E) Product

Accepted Answer

The buyer is likely expressing a price objection, as they are indicating that the competitor's offer is financially more attractive.

Question 13

A buyer who says "Your company is too small to meet my needs" is expressing a(n) ____ objection.
A) Price
B) Time
C) Source
D) Need
E) Product

Accepted Answer

The buyer is expressing a source objection, meaning they doubt the supplier's ability to provide the necessary products or services due to the size of the company.

Question 14

In the LAARC process for handling buyer resistance, the first A stands for?
A) Assess
B) Acknowledge
C) Address
D) Anticipate
E) Assign

Accepted Answer

The first "A" in the LAARC process stands for "Acknowledge," which involves recognizing the buyer's concerns or objections.

Question 15

One of the most difficult types of objections to overcome is one based on ____.
A) Price
B) Quality
C) Performance
D) Loyalty to a competitor
E) All of the above are relatively easy to overcome

Accepted Answer

Overcoming objections related to loyalty to a competitor is the most challenging as it is based on the customer's emotional attachment to a brand or product. To overcome this objection, salespeople need to focus on highlighting their unique value proposition and differentiators in comparison to the competitor while also building a strong relationship with the customer. Objections related to price, quality, and performance can often be addressed through product features and benefits, competitive pricing, and value-added services.

Question 16

Tracy is a salesperson for XYZ Computer Co. and is having trouble getting sales. Her customers consistently bring up need objections and she is rarely able to overcome them. Chances are Tracy ___________________.
A) Needs to improve her prospecting and qualifying skills
B) Isn't spending enough time presenting the different features and benefits of her products
C) Needs to find a way to lower the price of her products
D) Just doesn't know the product well enough to sell it
E) Is working with customers who simply don't know what they need

Accepted Answer

The fact that Tracy's customers consistently bring up need objections suggests that she may not be properly identifying and qualifying her prospects. Improving her prospecting and qualifying skills would help her identify customers who have a legitimate need for her products and increase her chances of making a sale.

Question 17

Tami is a new salesperson for ABC Industrial Equipment Co. and is concerned about her ability to handle objections. She is comforted somewhat by knowing that most objections fall into one of five categories. Which of the following is not one of those categories?
A) Need objections
B) Product or service objections
C) Price objections
D) Company or source objections
E) All of the above are categories of objections

Accepted Answer

The question states that there are five categories of objections, and each of the choices A-D are listed as examples of those categories. Therefore, the correct answer is E, which states that all of the above are categories of objections.

Question 18

A buyer expressing concern about the warranty offered by the seller is raising which type of objection?
A) Forestalling
B) Price
C) No need
D) Time related
E) Service related

Accepted Answer

The concern about the warranty offered relates to the level of service the buyer can expect from the seller. Therefore, this is a service-related objection.

Question 19

A buyer expressing concern about the product's ability to function properly is raising which type of objection?
A) Forestalling
B) Price
C) No need
D) Product related
E) Service related

Accepted Answer

Product related objections involve concerns about the quality, performance, or features of the product. It is not related to the price, a lack of need, or concerns about service. Forestalling is when the buyer wants to delay making a decision or move forward in the sales process.

Question 20

Anthony is salesperson for XYZ Co. and is confronting an objection. The first thing Anthony needs to do is:
A) Forestall
B) Ask for the order
C) Respond to the objection
D) Listen carefully
E) Assess the objection

Accepted Answer

Before Anthony can address the objection, he needs to listen carefully to what the customer is saying. This will help him understand the root of the objection and respond appropriately.

Quiz 8: Addressing Concerns and Earning Commitment

Which of the following types of sales resistance is most common but usually not the most important issue?

Mike is a sales rep for an industrial equipment company. Mike can expect sales resistance when ____.

"Give me a couple of weeks to think it over" is an example of which type of objection?

Which of the following best describes buyer resistance?

LAARC is an acronym for ____.

Tami is a new salesperson for ABC Industrial Equipment Co. and is concerned about her ability to handle objections. She is comforted somewhat by knowing that most objections fall into one of five categories. Which of the following is not one of those categories?

Which of the following is not a common reason why prospects raise objections?

A buyer expressing resistance because he/she is loyal to another supplier is raising which type of objection?

Buyer resistance to the progression of the sale is referred to as _____________.

Which of the following reasons for objections is most likely to result in a lost sale?

When preparing for sales resistance, salespeople should remember ____.

A buyer who says "We have a better offer from your competitor" is likely expressing a(n) ____ objection.

A buyer who says "Your company is too small to meet my needs" is expressing a(n) ____ objection.

In the LAARC process for handling buyer resistance, the first A stands for?

One of the most difficult types of objections to overcome is one based on ____.

Tracy is a salesperson for XYZ Computer Co. and is having trouble getting sales. Her customers consistently bring up need objections and she is rarely able to overcome them. Chances are Tracy ___________________.

Tami is a new salesperson for ABC Industrial Equipment Co. and is concerned about her ability to handle objections. She is comforted somewhat by knowing that most objections fall into one of five categories. Which of the following is not one of those categories?

A buyer expressing concern about the warranty offered by the seller is raising which type of objection?

A buyer expressing concern about the product's ability to function properly is raising which type of objection?

Anthony is salesperson for XYZ Co. and is confronting an objection. The first thing Anthony needs to do is: