• Question 1 0.5 out of 0.5 points
Jennifer, a salesperson for Wog Industrial Equipment, likes to address certain known sources
of buyer resistance before the buyer brings them up. In this scenario, Jennifer uses the _____
method of handling resistance.
Selected Answer:
d.
forestalling
• Question 2 0.5 out of 0.5 points
The statement “Let us make a list of the pros and cons associated with purchasing my
product” is an example of which of the following types of techniques to earn commitment?
Selected Answer:
b.
The balance sheet commitment technique
• Question 3 0.5 out of 0.5 points
Mike is a sales representative for an industrial equipment company. He plans to meet as
many prospective buyers as possible in order to reach his sales target. Mike can expect sales
resistance from prospects when:
Selected Answer:
a.
they want to avoid the sales interview.
• Question 4 0.5 out of 0.5 points
Jeremy is interested in buying ten new cars for his company. He likes a particular car that a
salesperson is showing him but expresses concern about the fact that the car’s engine is not as
salesperson’s use of the translation method to handle Jeremy’s concern?
your company will save money.”
objection, saying that the car is too expensive. Ramon listens to the objection carefully.
According to the LAARC method, once Ramon has listened to the customer express his or
her objection, he should:
Selected Answer:
acknowledge the objection.
Just before moving into the securing commitment and closing stage, a salesperson should:
Selected Answer:
summarize the confirmed benefits.
Stacey, a salesperson for Zone Technologies, has just heard her prospect make a red light
statement. This means that:
