Question 1

Which of the following statements explains why a salesperson should welcome prospect objections?

Accepted Answer

Objections indicate engagement and interest, help identify the prospect's position in the buying cycle, and provide an opportunity to address concerns, potentially making the sale easier.

Question 2

When should a professional salesperson be prepared to deal with a prospect's objection(s)?

Accepted Answer

A professional salesperson should always be prepared to deal with a prospect's objection(s) at any time during the sales call. Objections can arise at any point in the selling process, and being able to handle them effectively can make the difference between closing the sale or losing it. Salespeople need to be ready to address objections, whether they occur during the approach, the presentation or demonstration, or after attempting to close the sale.

Question 3

The vinyl siding salesperson has just used a trial close.What do you think will be the prospect's most likely reaction?

Accepted Answer

A trial close is used to gauge the prospect's interest and intent to buy by asking a question that may lead to a close. Therefore, the most likely reaction from the prospect would be to ask questions to gather more information before making a final decision.

Question 4

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

Accepted Answer

The prospect is expressing a "no-need" objection by stating that their current ovens are still functioning well, meaning they do not see a need to purchase new restaurant equipment.

Question 5

Which of the following is an example of a source objection that a salesperson for a small publishing company might hear from a bookstore owner?

Accepted Answer

This objection is an example of a source objection, as the bookstore owner is hesitant to work with a small publishing company and prefers larger, more established ones.

Question 6

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?

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 7

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?

Accepted Answer

Saying "Good! I'll call you tomorrow" could be perceived as pushy and may not address the prospect's concerns or questions. It's important to address their reasons for needing to check with their boss and offer additional information or assistance if necessary. The other options all show a willingness to help and provide more information.

Question 8

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?

Accepted Answer

The salesperson should acknowledge the concern about pricing and then inform the prospect that they will discuss the cost later in the presentation. This allows the salesperson to focus on the benefits and value of the product first, instead of immediately discussing price.

Question 9

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?

Accepted Answer

Mario is stalling by not committing to the purchase immediately and wanting to consult with his wife first. Therefore, the objection is a stalling objection.

Question 10

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?

Accepted Answer

It is important to address any objections or questions as they come up in the conversation. Ignoring or avoiding the question may lead to skepticism or distrust from the prospect. Answering the question shows that you are prepared and knowledgeable about your product.

Question 11

What is the salesperson's best course of action when dealing with a hidden objection?

Accepted Answer

Trying to get the buyer to reveal the hidden objection can help the salesperson address and overcome it more effectively. It also shows the buyer that the salesperson is attentive and responsive to their needs and concerns.

Question 12

Which of the following statements about the no-need objection is true?

Accepted Answer

All of the statements are true. No-need objections can be brought on by salespeople who fail to uncover the customer's needs or by customers who feel they do not have a need for the product. These objections may include hidden objections or stalls, which make them particularly challenging for salespeople to address. However, the salesperson may be able to recover by asking questions to gain a better understanding of the customer's needs and demonstrate the benefits of the product.

Question 13

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?

Accepted Answer

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

Question 14

"I do not want to do business with you or your company!" What type of an objection is this?

Accepted Answer

This is a source objection indicating that the prospect does not want to do business with the salesperson or their company. It may stem from issues related to reputation, trust, or personal bias. It is important for the salesperson to understand the root cause of the objection and address any concerns the prospect may have before attempting to move forward with the sales process.

Question 15

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

Accepted Answer

Hassam's goal when dealing with a stalling objection should be to help the prospect examine the reasons for and against buying now in a realistic manner. This will help the prospect to overcome any doubts or fears they may have about making a purchase and make a confident decision. It is important for Hassam to understand the prospect's perspective and provide them with any additional information or support they may need to come to a decision.

Question 16

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

Accepted Answer

Product features and benefits should precede price and money discussions, not follow them.

Question 17

Which of the following statements helps the salesperson identify the sales stage the prospect has reached?

Accepted Answer

A sales objection is a response from the prospect indicating their interest level and objections to the sales message. The type of objection and how it is addressed can help identify the sales stage the prospect is in.

Question 18

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?

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 19

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

Accepted Answer

A no-need objection typically indicates that the prospect is not interested in the product, suggesting that the sales call is likely over.

Question 20

What does the price/value formula indicates to a sales person?

Accepted Answer

The price/value formula indicates that the only way to decrease costs is to increase the value the product provides the prospect. This can be used by salespersons to emphasize the value of the product over its price and justify a higher price point.

Quiz 10: Objections Address Your Prospects Concerns