 |
1 | |
The salesperson should hope the prospect says nothing during her presentation so she can give an uninterrupted sales presentation. |
| | A) | True |
| | B) | False |
|
|
2 | |
To foreclose means to discuss objections before they arise. |
| | A) | True |
| | B) | False |
|
|
3 | |
There is such a thing as a hidden objection. |
| | A) | True |
| | B) | False |
|
|
4 | |
All salespeople encounter product objections. |
| | A) | True |
| | B) | False |
|
|
5 | |
The first step in the rephrasing an objection as a question technique is to acknowledge the prospect's viewpoint. |
| | A) | True |
| | B) | False |
|
|
6 | |
After successfully dealing with an objection, the salesperson should use a trial close. |
| | A) | True |
| | B) | False |
|
|
7 | |
The text defines _____ as the opposition or resistance by the prospect to information or to the salesperson's request. |
| | A) | a sales objection |
| | B) | buyer postponement |
| | C) | a selling challenge |
| | D) | customer forestalling |
| | E) | a sales stalemate |
|
|
8 | |
Which of the following statements about objections and how to handle them is FALSE? |
| | A) | Objections enhance your ability to understand a prospect's needs. |
| | B) | Consider objections as opportunities. |
| | C) | Try to discuss disadvantages of your product before your prospect can bring objections up. |
| | D) | Use positive body language as part of how you respond to an objection. |
| | E) | Remember many times prospects appear to be making objections when they are actually asking for information. |
|
|
9 | |
While you are discussing the energy efficiency of your company's golf carts with a prospect, she questions whether your carts are heavier than the competition's. You had not even planned to discuss the golf cart's weight. What should you do about this objection? |
| | A) | Pass over it so you can finish presenting your energy efficiency points. |
| | B) | Ignore it and continue as you had planned. |
| | C) | Pass over it for now and cover it just before the close. |
| | D) | Answer the question now. |
| | E) | Ignore it and talk a little faster to regain control of the sales interview. |
|
|
10 | |
According to the text, why should you listen to your prospect's objections and hear them out before responding to them? |
| | A) | The prospect does not understand the difference between listening and hearing. |
| | B) | The Golden Rule of Selling states that because the prospect listened to your points, you should listen to his or hers. |
| | C) | You could misread the objection and answer the wrong objection. |
| | D) | Timing is important in achieving sales goals. |
| | E) | All of the above are reasons to hear out the objection. |
|
|
11 | |
True objections come in two types: |
| | A) | situational and personal. |
| | B) | major and minor. |
| | C) | external and internal. |
| | D) | practical and impractical. |
| | E) | physiological and psychological. |
|
|
12 | |
Which of the following is the best example of a stalling objection? |
| | A) | "Your price is too high." |
| | B) | "Frankly, your competitor makes a more efficient refrigeration unit." |
| | C) | "You've got to do better than that." |
| | D) | "Sounds good! I'll need to clear it with my boss before I can make a purchase." |
| | E) | "I think you have a great product, but at this moment we don't need a new security system." |
|
|
13 | |
Will sells aeration systems for tropical fish aquariums designed to attract tourists. Knowing that another salesperson has been critical of the bulkiness of his aeration system, Will begins his presentation by telling the prospect, "Our system is bulkier than other systems, but that bulk is needed to make the system energy efficient. Tests have shown our system uses energy 20 percent more efficiently than its competitors." Will was: |
| | A) | dodging the objection |
| | B) | anticipating and forestalling an objection |
| | C) | dealing with a source objection |
| | D) | creating a condition of sale |
| | E) | anticipating a no-need objection |
|
|
14 | |
When the Nova Chemicals salesperson began talking to the manager of Romar's Flower Farm about buying sheets of polyethylene to use on the greenhouses and as a mulch once the flowers were planted, the manager said, "I'd like to buy, but I have to get approval from the owner." The flower farm manager used a _____ objection. |
| | A) | source |
| | B) | no-need |
| | C) | stalling |
| | D) | product |
| | E) | hidden |
|
|
15 | |
Garrison Dental Solutions (GDS) sells dental supplies to dental practices throughout the nation. When its salesperson called on the office of Dr. Stein, the office manager informed the GDS sales rep, "We really appreciate your making the long trip out here, but we really don't have any room in our inventory for any more supplies." The office manager was using a _____ objection. |
| | A) | source |
| | B) | no-need |
| | C) | stalling |
| | D) | product |
| | E) | hidden |
|