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ABC's of Relationship Selling, 7/e
Charles M. Futrell, Texas A&M University
Welcome Your Prospect's Objections

True/False Quiz



1

Resistance to spending money and predetermined beliefs about a product are examples of practical objections.
A)True
B)False
2

Reaching an agreement that is mutually satisfactory to both buyer and seller is called negotiation.
A)True
B)False
3

After your prospect has raised an objection that you have answered and overcome, it is a good strategy to close the sale.
A)True
B)False
4

Convincing the prospect that an objection is a benefit is an example of the source method.
A)True
B)False
5

Value is defined as the total package of benefits you have built for the prospect.
A)True
B)False




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