Question 1

A buyer saying "The price is lower than I thought it would be" is communicating a(n) ____.
A) Commitment signal
B) Objection
C) Trial commitment
D) Confirmed benefit
E) None of the above are accurate

Accepted Answer

A buyer saying "The price is lower than I thought it would be" is a commitment signal as it indicates that the buyer is positively surprised by the price, which is a good sign for the seller.

Question 2

Ethan has a testimonial from a highly respected customer that counters the rumor Ethan's company doesn't have a strong research and development department. With which of the following types of objection handling methods is Ethan most likely to use the testimonial?
A) Indirect denial
B) Questioning
C) Translation
D) Compensation
E) Reverse Contention Method (RCM)

Accepted Answer

Ethan is using indirect denial by providing a testimonial to counter the rumor, subtly refuting the objection without directly confronting it.

Question 3

The most straightforward method for earning commitment is?
A) Assumptive Close
B) Minor-Points Close
C) T-Account Method
D) Success Story
E) Direct Commitment

Accepted Answer

The most straightforward method for earning commitment is the Direct Commitment approach, where the salesperson asks for a clear and direct commitment from the prospect to move forward with the sale. This approach leaves no room for ambiguity and provides a clear path for the next steps. The other options mentioned can also be effective, but they may not be as straightforward or direct as the Direct Commitment approach.

Question 4

Just before moving into the securing commitment and closing stage, a salesperson should ____.
A) Review with the customer all of the product's features and benefits
B) Summarize the confirmed benefits
C) Disclose the price of the product
D) Remind the customer of their concerns
E) All of the above are accurate

Accepted Answer

Summarizing the confirmed benefits helps to reinforce the value proposition to the customer and remind them of why they should commit to the purchase. Reviewing all product features and benefits, disclosing the price, and reminding the customer of their concerns can also be helpful earlier on in the sales process, but just before closing the sale, it is important to focus on reminding the customer of the benefits they have agreed to.

Question 5

Questions asked by the salesperson designed to elicit how far along the prospect is in his/her decision making are called ____.
A) Purchase requests
B) Commitment signals
C) Objections
D) Trial commitments
E) All of the above

Accepted Answer

Trial commitments are questions or statements used by salespeople to gauge the prospect's readiness to make a decision or to move forward in the sales process.

Question 6

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?
A) Ask the buyer to make a purchase
B) Summarize the pertinent buying signals
C) Check to make sure all needs have been addressed
D) Attempt to get another appointment with the buyer
E) None of the above

Accepted Answer

The answer of What should the salesperson do once he/she...

Question 7

Jennifer, a salesperson for ABC Industrial Equipment, likes to address certain known sources of buyer resistance before the buyer brings them up. Jennifer is using the ____ method of handling resistance.
A) Forestalling
B) Direct denial
C) Translation
D) Transition
E) Compensation

Accepted Answer

Forestalling is a method where a salesperson addresses known sources of resistance before the buyer brings them up. This helps the salesperson to be prepared and tackle the objections effectively. In this case, Jennifer is using the forestalling method to handle resistance. Direct denial is a method where the salesperson flatly denies the validity of the objection, which may not be suitable for all situations. Translation is a method where the salesperson tries to rephrase the objection in a way that makes it more acceptable. Transition is a method where the salesperson smoothly transitions the conversation to a different topic. Compensation is a method where the salesperson compensates the buyer for the objection or issue they have raised. None of these methods seem to be the most suitable choice for this scenario, making option A the best choice.

Question 8

Stacey, a salesperson for XYZ Co. has just heard her prospect make a red light statement. This means:
A) It is unlikely she will get the sale
B) She has another objection to handle
C) May ask for the order
D) The prospect wants her to stop
E) None of the above

Accepted Answer

A red light statement indicates that the prospect has an objection or concern that needs to be addressed before proceeding with the sale.

Question 9

Alan, a salesperson for ABC Industrial Equipment, finds most of his customers express resistance based on the fact that ABC's delivery time is one week longer than most of its competitors. Alan usually handles that resistance by reviewing with the customers all of the confirmed benefits the product provides. Alan is using the ____ method for handling resistance.
A) Forestalling
B) Direct denial
C) Translation
D) Transition
E) Compensation

Accepted Answer

Alan is using the compensation method, which involves acknowledging the objection and then offsetting it with the benefits or advantages of the product.

Question 10

A buyer saying "The price is higher than I thought it would be" should be viewed by the salesperson as a(n) ____.
A) Green light statement
B) Red light statement
C) Yellow light
D) Commitment signal
E) None of the above are accurate

Accepted Answer

A buyer saying "The price is higher than I thought it would be" is a red light statement as it indicates that the buyer may not be willing to make a purchase due to the perceived high price. This statement signals that the salesperson needs to address the buyer's concerns and objections before attempting to close the sale.

Question 11

When attempting to understand the objection the buyer is trying to express, the salesperson should:
A) Avoid making assumptions about what the buyer is going to say.
B) Engage in active listening.
C) Confirm his/her understanding of the objection with the buyer.
D) All of the above
E) None of the above

Accepted Answer

The salesperson should avoid assuming the objection and engage in active listening to fully understand the buyer's perspective. Additionally, confirming the salesperson's understanding of the objection with the buyer ensures that they are both on the same page and can work towards a mutually beneficial solution. Therefore, all of the above options are important in understanding and addressing the buyer's objection effectively.

Question 12

Which of the following is not a technique for earning commitment?
A) Direct Commitment
B) Translation
C) Summary commitment
D) Balance sheet commitment
E) Alternative choice

Accepted Answer

Translation is not a technique for earning commitment; it does not relate to sales or negotiation strategies like the other options do.

Question 13

Jeremy is interested in buying 10 cars for his company. He likes a particular car a salesperson is showing him but expresses concern about the fact that the car's engine isn't as powerful as others he was considering. Which of the following best illustrates the salesperson's use of the translation method to handle Jeremy's concern?
A) Yes, the engine is less powerful, but the car comes with several other options you said you wanted.
B) Because the engine is less powerful it is more fuel efficient, and that means your company will save money.
C) You're mistaken; the engine has the same amount of power as the others you were considering.
D) Why do you want an engine that has more power?
E) None of the above illustrates the boomerang method.

Accepted Answer

The salesperson is addressing Jeremy's concern about engine power by highlighting a positive aspect of the car, which is fuel efficiency. This is an example of the translation method, where the salesperson takes the customer's concern and translates it into a positive aspect of the product.

Question 14

Which of the following is not a technique for earning commitment?
A) Direct commitment
B) Summary commitment
C) Balance sheet commitment
D) Alternative choice
E) All the above are techniques for earning commitment

Accepted Answer

All of the listed techniques (direct commitment, summary commitment, balance sheet commitment, and alternative choice) are indeed techniques for earning commitment. None of them can be excluded as an incorrect option.

Question 15

Which of the following is not a method for responding to objections?
A) Forestalling
B) Direct denial
C) Translation
D) Transition
E) Compensation

Accepted Answer

Transition is not a method for responding to objections.

Question 16

Acknowledging a buyer's expressed concern is important because doing so ____.
A) Demonstrates understanding
B) Gives the salesperson time to begin assessing the resistance
C) Paves the way for telling the customer he or she is wrong
D) Both A and B
E) None of the above is correct.

Accepted Answer

Acknowledging a buyer's expressed concern demonstrates understanding and gives the salesperson time to begin assessing the resistance. By doing this, the salesperson can then address the customer's concerns in a professional and empathetic manner. This can lead to a more productive conversation and help to build trust and rapport with the buyer. However, it is important to note that acknowledging a concern does not mean telling the customer they are wrong, but rather seeking to understand their perspective and finding a solution that meets their needs.

Question 17

Statements from the buyer that indicate his/her interest in making a purchase are called ____.
A) Purchase requests
B) Commitment signals
C) Objections
D) Trial commitments
E) All of the above

Accepted Answer

Commitment signals are statements made by the buyer that show their interest in making a purchase. These can include questions about pricing, delivery times, or product specifications. They are important to salespeople because they indicate a potential sale and allow the salesperson to move the conversation forward towards closing the deal. Purchase requests are a more formal expression of interest in buying a product, objections are concerns or hesitations that the buyer raises which need to be addressed, and trial commitments are small agreements made by the buyer towards the purchase of the product. Therefore, B is the correct answer.

Question 18

LAARC is a tool for helping salespeople ____.
A) Present features and benefits
B) Overcome resistance
C) Uncover needs
D) Use visual aids
E) Remember to ask for the order

Accepted Answer

LAARC is a tool used by salespeople to handle objections and overcome resistance during the sales process. It stands for Listen, Acknowledge, Assess, Respond, and Confirm.

Question 19

Which of the following phrases should salespeople involved in relational selling try to remember?
A) Always Be Closing (ABCs of Selling)
B) Never take no for an answer
C) Nobody likes to be sold, but everybody likes to buy
D) Show me an objection and I'll show you an interested buyer
E) All of the above

Accepted Answer

The phrase "Nobody likes to be sold, but everybody likes to buy" is a key principle in relational selling. It emphasizes the importance of building a relationship with the customer and understanding their needs rather than just trying to make a sale. Options A and B are outdated and aggressive sales tactics that can turn customers off, while option D is not always true and may lead salespeople to dismiss valid objections from potential buyers.

Question 20

A salesperson asking the buyer "Do you see how this product will benefit your organization?" is using a ____.
A) Commitment signal
B) Objection
C) Trial commitment
D) Confirmed benefit
E) None of the above are accurate

Accepted Answer

The question "Do you see how this product will benefit your organization?" is a trial commitment, as it seeks to gauge the buyer's readiness or agreement with the benefits of the product before asking for a final commitment.

Quiz 8: Addressing Concerns and Earning Commitment

A buyer saying "The price is lower than I thought it would be" is communicating a(n) ____.

Ethan has a testimonial from a highly respected customer that counters the rumor Ethan's company doesn't have a strong research and development department. With which of the following types of objection handling methods is Ethan most likely to use the testimonial?

The most straightforward method for earning commitment is?

Just before moving into the securing commitment and closing stage, a salesperson should ____.

Questions asked by the salesperson designed to elicit how far along the prospect is in his/her decision making are called ____.

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?

Jennifer, a salesperson for ABC Industrial Equipment, likes to address certain known sources of buyer resistance before the buyer brings them up. Jennifer is using the ____ method of handling resistance.

Stacey, a salesperson for XYZ Co. has just heard her prospect make a red light statement. This means:

A buyer saying "The price is higher than I thought it would be" should be viewed by the salesperson as a(n) ____.

When attempting to understand the objection the buyer is trying to express, the salesperson should:

Which of the following is not a technique for earning commitment?

Which of the following is not a technique for earning commitment?

Which of the following is not a method for responding to objections?

Acknowledging a buyer's expressed concern is important because doing so ____.

Statements from the buyer that indicate his/her interest in making a purchase are called ____.

LAARC is a tool for helping salespeople ____.

Which of the following phrases should salespeople involved in relational selling try to remember?

A salesperson asking the buyer "Do you see how this product will benefit your organization?" is using a ____.