Question 1

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

E

Question 2

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 is any action or objection that slows down or hinders the buying process. This can include things like asking for more information, expressing concerns, or simply being hesitant to make a decision. It is not necessarily a direct rejection or a result of pricing, but can be caused by a variety of factors.

Question 3

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 is expressing loyalty to another supplier, indicating a company or source objection.

Question 4

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's objection is related to the size of the company, which falls under the category of source objection. This objection indicates that the buyer doubts whether the company has the resources and capabilities to meet their needs, and may prefer to work with a larger company with more established credentials.

Question 5

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 options listed are important things for salespeople to keep in mind when dealing with sales resistance. Salespeople should view resistance as an opportunity to engage with the buyer, address their concerns, and make a stronger sales pitch. Sales resistance can also provide valuable feedback and insights into what aspects of the product or pitch may need improvement. Ultimately, salespeople who are prepared for sales resistance are more likely to succeed in their sales efforts.

Question 6

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

Need objections indicate that the customers do not perceive a need for the product. Therefore, Tracy needs to improve her skills in identifying the right prospects and in understanding their needs and pain points. This will help her to present the product more effectively and to overcome objections.

Question 7

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 time objections. "Confirmed objections" is not a recognized category of objections.

Question 8

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 based on a customer's loyalty to a competitor can be challenging because it involves changing their mindset and perception of the competition. It requires thorough knowledge of both the customer's needs and preferences and the strengths and weaknesses of the competition to effectively address their concerns and convince them to switch to your product or service. Objections based on price, quality, and performance can often be addressed with data, testimonials, and product demonstrations. However, loyalty to a competitor adds an emotional element that makes it more challenging to overcome.

Question 9

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 resists change
E) The prospect lacks information

Accepted Answer

If the prospect is not a qualified prospect, it means they do not have the need, authority, or resources to make a purchase, making a sale unlikely.

Question 10

A buyer saying "The problem is the specifications do not match what we have now" is expressing which type of objection?
A) Forestalling
B) Price
C) No need
D) Time related
E) Product related

Accepted Answer

The buyer is expressing a product-related objection, as they are stating that the specifications of the product do not match what they currently have.

Question 11

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, but they may not necessarily be the most important issue. Other concerns such as quality, trust, performance, and delivery can also play a significant role in a customer's decision-making process. However, since price is a factor in almost every purchase decision, it is important for salespeople to be prepared to address price concerns effectively.

Question 12

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 13

"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 objection here is related to time, as the person is asking for a couple of weeks to think it over. They may need more time to make a decision, but this objection is not related to the product or service itself, the price or any dissatisfaction with a need for either.

Question 14

If unable to successfully overcome buyer resistance, the salesperson should:
A) Gracefully end the sales call
B) Continue moving forward as if the resistance no longer exists
C) Remind the prospect that nothing is perfect and then ask again for the sale
D) Remind the prospect that nothing is perfect and ask the buyer to disregard the issue causing the resistance
E) Ask to speak to someone else in the organization

Accepted Answer

If a salesperson is unable to successfully overcome buyer resistance, it is best to gracefully end the sales call. Continuing to push forward as if the resistance no longer exists can damage the relationship with the prospect and may even lead to the loss of the sale. Reminding the prospect that nothing is perfect and then asking again for the sale may come across as pushy and insincere. Asking the prospect to disregard the issue causing the resistance is also not a good approach as it fails to address the prospect's concerns. Asking to speak to someone else in the organization may be an option, but only if it is clear that the current prospect is not the decision-maker and there is someone else who can potentially make the purchase.

Question 15

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 known as objections. These are the challenges or concerns that buyers express during the sales process, which need to be addressed by the salesperson. A threat to the sale, interest, a buyer initiated challenge (BIC), and show stopper are all related concepts, but they do not refer specifically to the resistance expressed by a buyer during the selling process.

Question 16

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

A concern about the product's ability to function properly is a product-related objection. The buyer might be worried that the product will not work well, break easily, or not meet their specific needs.

Question 17

When presenting solutions, Chris (a salesperson)often has to handle buyer resistance. Buyer resistance is typically referred to a(n)_____________.
A) Negative
B) Objection
C) Indicator the prospect will say no to the salesperson when asked to make a purchase
D) A buyer initiated challenge (BIC)
E) Show stopper

Accepted Answer

Buyer resistance is typically referred to as objections. Objections are concerns, hesitations, or doubts that a prospect raises during the sales process. It is the responsibility of the salesperson to handle objections effectively to move the sales process forward.

Question 18

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

The answer of Mike is a sales rep for an...

Question 19

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?
A) The prospect wants to avoid the sales interview
B) Objecting is a matter of custom
C) The prospects fails to recognize the need
D) The prospects lacks information
E) All of the above are common reasons why prospects raise objections.

Accepted Answer

Prospects often object as a matter of custom, as it is a common practice in sales interactions to negotiate or seek reassurance before making a purchase decision.

Question 20

When presenting solutions, Chris (a salesperson)often has to handle buyer resistance. Chris should think of buyer resistance as a(n)___________ event.
A) Negative
B) Unimportant
C) Positive
D) A buyer initiated challenge (BIC)
E) Show stopper

Accepted Answer

Buyer resistance should be seen as a positive event because it indicates that the buyer is engaged and interested enough to express concerns, which provides an opportunity for Chris to address these concerns and move closer to a sale.

Quiz 8: Addressing Concerns and Earning Commitment

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

Which of the following best describes buyer resistance?

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

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

When preparing for sales resistance, salespeople should remember ____.

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?

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

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

A buyer saying "The problem is the specifications do not match what we have now" is expressing which type of objection?

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

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?

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

If unable to successfully overcome buyer resistance, the salesperson should:

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

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

When presenting solutions, Chris (a salesperson) often has to handle buyer resistance. Buyer resistance is typically referred to a(n) _____________.

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?

When presenting solutions, Chris (a salesperson) often has to handle buyer resistance. Chris should think of buyer resistance as a(n) ___________ event.