Question 1

Johnathan was almost finished with his sales presentation to the head procurement officer for a major hotel chain when the prospect stood and said, "Thank you for coming by, Johnathan!" What kind of objection is the salesperson experiencing?
A)hidden objection
B)source objection
C)stalling objection
D)no-need objection
E)product objection

Accepted Answer

The answer of Johnathan was almost finished with his sales...

Question 2

Sometimes it is necessary to postpone the discussion of the product's price until later in the sales presentation.When such a postponement becomes necessary, what should the salesperson do?
A)thank the prospect for telling you of his concern over pricing
B)acknowledge the prospect's viewpoint
C)say, "I'm glad you brought that up because we want to carefully examine the cost in just a minute."
D)always discuss the price objection as it arises
E)if the product has not been discussed, then respond to the objection immediately

Accepted Answer

By thanking the prospect for bringing up the concern and acknowledging their viewpoint, the salesperson can address the prospect's concern while also delaying discussion of the price until a later point in the presentation. Saying "we want to carefully examine the cost in just a minute" shows that the salesperson is taking the prospect's concerns seriously and will address them in due time. This approach allows the salesperson to build up value for the product before discussing the price, which can help to reduce the impact of any price objections that may arise later on.

Question 3

Paula has just finished her sales call.She is now going to plan for the objections for future sales calls using the recent sales call as a guide.Which one of the following should NOT be part of her planning for objections routine?
A)Divide objections into major and minor categories
B)Formulate ways to overcome those objections
C)Review the prospect's objections
D)Plan to bring up disadvantages
E)Rehearse overcoming those objections

Accepted Answer

Planning to bring up disadvantages is not an effective strategy when facing objections during a sales call. Instead, the focus should be on addressing the prospect's concerns and finding solutions to overcome their objections. Therefore, D should not be part of Paula's planning for objections routine.

Question 4

Sam is a retail salesperson who has just approached his client and the client has told him that he does not need any help from Sam.Instead of going away, Sam says the following to the client: "Can you please tell me your concerns?" In this scenario, which method of objection handling is Sam using?
A)Dodge
B)Pass up
C)Boomerang
D)Direct denial
E)Indirect denial

Accepted Answer

Sam is using the "Pass up" method, where he acknowledges the client's statement but continues the conversation by asking about their concerns.

Question 5

Hassam sells equipment for Laundromats.What is his goal when dealing with a stalling objection?
A)get the prospect to be pragmatic
B)help the prospect realistically examine reasons for and against buying now
C)help the prospect compare your product offering to what is being sold by your competitors
D)make the prospect mad enough to take some kind of action
E)prevent the prospect from making a hasty decision

Accepted Answer

Hassam's goal when dealing with a stalling objection is to help the prospect realistically examine reasons for and against buying now. This can help the prospect overcome any doubts or uncertainties they may have and make a more informed decision. Simply making the prospect mad or preventing them from making a hasty decision may not address the underlying reasons for the stalling objection and may not lead to a successful sale. Option A and C may be effective strategies, but B is the most relevant and specific to the situation described in the question.

Question 6

Tina is selling a revolutionary paint which allows you to draw, write, and erase on it.However, her prospect thinks that the price might be too high and the company would not have a budget for it.Upon hearing this, Tina says "Before you plan to buy, I want you to know that our company offers flexible payment options and I am happy to discuss that with you in detail." What objection handling method did Tina use in this example?
A)Dodge
B)Boomerang
C)Pass up
D)Postpone
E)Rephrasing

Accepted Answer

The answer of Tina is selling a revolutionary paint which...

Question 7

"I can assure you that our pricing structure is fair, and I will showcase how that is five slides from now." In this example, the salesperson is using which objection handling method?
A)Compensation method
B)Rephrasing an objection method
C)Postpone the objection method
D)Dodge the objection method
E)Boomerang method

Accepted Answer

The salesperson is using the postpone the objection method by assuring the customer that their concern will be addressed later on in the presentation.

Question 8

Catherine sells restaurant equipment.If her prospect says, "Our current ovens are still functioning quite well," What kind of objection is this prospect using?
A)stalling
B)no-need
C)hidden
D)product
E)source

Accepted Answer

This is a no-need objection, as the prospect is indicating that they do not see a need to purchase new ovens since their current ones are still functioning well.

Question 9

Mary, a salesperson for a national candy manufacturer has asked a prospect to buy three cases of Valentine's Day candy, and the prospect responds with a stalling objection.What should Mary do in this situation?
A)tactfully unearth the retail store buyer's true feelings about the candy
B)close again
C)use a trial close
D)make an appointment to come back again on a different day
E)continue doing her presentation

Accepted Answer

Mary should tactfully unearth the retail store buyer's true feelings about the candy to understand the reason behind the stalling objection and address any concerns or hesitations the prospect may have.

Question 10

Logan is presenting to his client and he uses the following statement in his presentation, "Ms.Parker, let me please tell you in advance that our product costs more than our competition.However, the reason it costs more is because it comes with a 10-year replacement warranty.Unlike our competition which only offers 2-year repair warranty, our company not only offers the repairs but also offers to replace the product twice for free during the first 10 years." Logan is using what method to handle objections?
A)Forestall
B)Boomerang
C)Postponing
D)Third-party answer
E)Pass up

Accepted Answer

Logan is using the forestall method to handle objections. He is addressing the objection in advance by highlighting the additional value that the product offers.

Question 11

What may a salesperson conclude when faced with a no-need objection?
A)I still have a chance
B)the sales call is most likely over
C)the prospect does not like/want the product
D)I need to rebook the meeting and prepare a new presentation
E)the prospect does not like the salesperson

Accepted Answer

The no-need objection indicates that the prospect does not perceive a need for the product or service being offered. This suggests that the sales call is likely to be unsuccessful unless the salesperson can effectively address the prospect's concerns and demonstrate the value of the offering.

Question 12

Which of the following statements about the no-need objection is NOT true?
A)Some salespeople actually bring it on themselves.
B)The salesperson may be able to resurrect the presentation by asking questions.
C)No-need objections are especially tricky because they may also include a hidden objection.
D)No-need objections are especially tricky because they may also include a stall.
E)No-need objections cannot be used to get rid of a salesperson.

Accepted Answer

This statement is false because no-need objections can indeed be used by the prospect to get rid of a salesperson. The prospect may use it as a polite way of indicating that they are not interested in the product or service being offered.

Question 13

All salespersons will experience objections at some point in their careers.Which of the following is NOT included in the textbook as a major category of objections that all salespersons will experience?
A)product objections
B)environmental objections
C)stalling objections
D)no-need objections
E)source objections

Accepted Answer

The textbook does not mention environmental objections as a major category of objections that salespersons will experience. The other options listed (product objections, stalling objections, no-need objections, and source objections) are all discussed in the textbook as types of objections salespeople should be prepared to handle.

Question 14

Which of the following is NOT a true statement about money objections?
A)Tend to encompass several types of economic concerns.
B)"It costs too much" is a classic example of a money objection.
C)Often, prospects want to learn about price/cost issues before the actual presentation.
D)Product features and benefits should follow prices/money discussions.
E)Often, price or money issues are really "smoke screens" for other underlying and real objections.

Accepted Answer

Product features and benefits should be presented before price and cost discussions. This allows the prospect to understand the value of the product or service before considering the cost.

Question 15

Zac was trying to sell property insurance to his client.However, his client informed him that his company has just filed for insolvency.Which of the following types of objection did Zac's customer have?
A)Hopeless objection
B)Hidden objection
C)Stalling objection
D)Practical objection
E)Psychological objection

Accepted Answer

The client's company has just filed for insolvency, which is a practical objection because it is a real and tangible reason why the client cannot purchase property insurance.

Question 16

Assume the prospect says, "I really like the ergonomic-design of the office furniture you are selling, but I need to ask my boss about it before I buy." According to the text, which of the following responses would NOT be an appropriate response for the salesperson to make?
A)"What are some of the issues you want to talk to him about?"
B)"Did you need to ask about financing, or get his approval to buy?"
C)"Good! I'll call you tomorrow."
D)"If it was up to you, would you buy now?"
E)"Would you like to tell me what is holding you back from purchasing it now?"

Accepted Answer

Simply saying "Good! I'll call you tomorrow" does not address the prospect's concern about asking their boss for approval. The salesperson should try to overcome any objections or concerns so that the prospect feels confident in their decision to purchase the furniture.

Question 17

According to the textbook, regardless of the type of objection a prospect has, there are some important points which needs to be considered for each objection.Which of the following is NOT one of the points mentioned in the textbook?
A)Handle objections as they arise
B)Listen to the objections
C)Understand the objections
D)Anticipate and stall
E)Be positive

Accepted Answer

Anticipating and stalling is not mentioned as an important point in handling objections. Instead, the focus is on handling objections as they arise, listening to and understanding the objections, and responding positively.

Question 18

Mario is looking at new cars at a local dealership.After about one hour with the salesperson, the salesperson asks Mario the following; "So, shall we draw up the contract?" After thinking about it for a few minutes, Mario replies, "Love the car, but let me chat with my wife first!" What kind of objection is this salesperson facing?
A)no need objection
B)product objection
C)money objection
D)stalling objection
E)source objection

Accepted Answer

This is a stalling objection, as Mario is hesitant to make a decision and wants to consult with his wife before moving forward with the contract.

Question 19

If a salesperson fails to handle the objections as they arise, then which of the following will NOT be a buyer's reaction?
A)Prospect may feel insulted and may not pay attention to the rest of your presentation
B)Prospect may feel that you are not interested in their opinion
C)Prospect may feel you are trying to hide something
D)Prospect may feel that you don't think it's a problem
E)Prospect may feel you do not know the answer

Accepted Answer

If a salesperson fails to handle objections, a prospect may feel insulted, think that the salesperson is not interested in their opinion, feel that the salesperson is trying to hide something, or think that the salesperson does not know the answer. However, a prospect is unlikely to feel that the salesperson does not think it's a problem since objections indicate a problem or concern the prospect has with the product or service being offered.

Question 20

The two broad categories of objections are:
A)Major and minor objections
B)Practical and psychological objections
C)Forestall and stall objections
D)Overt and hidden objections
E)Hopeless and true objections

Accepted Answer

The answer of The two broad categories of objections are:
A)Major...

Quiz 10: Objections Address Your Prospects Concerns

Johnathan was almost finished with his sales presentation to the head procurement officer for a major hotel chain when the prospect stood and said, "Thank you for coming by, Johnathan!" What kind of objection is the salesperson experiencing?

Sometimes it is necessary to postpone the discussion of the product's price until later in the sales presentation.When such a postponement becomes necessary, what should the salesperson do?

Paula has just finished her sales call.She is now going to plan for the objections for future sales calls using the recent sales call as a guide.Which one of the following should NOT be part of her planning for objections routine?

Sam is a retail salesperson who has just approached his client and the client has told him that he does not need any help from Sam.Instead of going away, Sam says the following to the client: "Can you please tell me your concerns?" In this scenario, which method of objection handling is Sam using?

Hassam sells equipment for Laundromats.What is his goal when dealing with a stalling objection?

"I can assure you that our pricing structure is fair, and I will showcase how that is five slides from now." In this example, the salesperson is using which objection handling method?

Catherine sells restaurant equipment.If her prospect says, "Our current ovens are still functioning quite well," What kind of objection is this prospect using?

Mary, a salesperson for a national candy manufacturer has asked a prospect to buy three cases of Valentine's Day candy, and the prospect responds with a stalling objection.What should Mary do in this situation?

What may a salesperson conclude when faced with a no-need objection?

Which of the following statements about the no-need objection is NOT true?

All salespersons will experience objections at some point in their careers.Which of the following is NOT included in the textbook as a major category of objections that all salespersons will experience?

Which of the following is NOT a true statement about money objections?

Zac was trying to sell property insurance to his client.However, his client informed him that his company has just filed for insolvency.Which of the following types of objection did Zac's customer have?

Assume the prospect says, "I really like the ergonomic-design of the office furniture you are selling, but I need to ask my boss about it before I buy." According to the text, which of the following responses would NOT be an appropriate response for the salesperson to make?

According to the textbook, regardless of the type of objection a prospect has, there are some important points which needs to be considered for each objection.Which of the following is NOT one of the points mentioned in the textbook?

If a salesperson fails to handle the objections as they arise, then which of the following will NOT be a buyer's reaction?

The two broad categories of objections are: