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Exam 8: Addressing Concerns and Earning Commitment

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Question 51

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Relative to the Direct Denial method, Indirect Denial is generally a less risky method of handling resistance.

A) True
B) False

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Question 52

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The ____________ is a selling technique in which a salesperson asks the prospect to brainstorm reasons on paper of why to buy and why not to buy.

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Question 53

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A salesperson's ability to qualify prospects will often have an effect on the types of resistance the salesperson will face.

_____________ objection is resistance to a product based on the price of the product being too high for the buyer.

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

A buyer's resistance based on his or her loyalty to another supplier is generally easy to overcome.

It is not uncommon for inexperienced salespeople to lose a sale because they are afraid to ask for the order.

______________ objection is resistance to a product that results when a buyer has never heard of or is not familiar with the products company.

The _____________ ____________ ____________ is a selling technique in which a salesperson relates how one of his or her customers had a problem similar to the prospect's and solved it by using the salesperson's product.

A salesperson attempting to soften the blow in correcting the prospects information is using the ____________ ____________ method of handling objections..

What should the salesperson do once he/she has answered all the buyer's questions and has resolved resistance issues that have come up during the presentation?

LAARC is an acronym for ____.

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

Becca is a salesperson for a payroll processing company. Becca has found that her prospects provide at least two objections even when they know they are going to make a purchase. Which of the following best explains why her prospects object?

"How quickly can you deliver the product" is an example of a trial commitment.

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

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

Which of the following best describes buyer resistance?

The first step in the LAARC method for handling resistance is to ___________.

Turning a reason not to buy into a recent to buy, reflects the ______________method of handling objections.