53) A prospect’s response during a sales presentation could be categorized as any of the
following EXCEPT a(n):
A) request for more information.
B) indirect suggestion.
C) hopeless objection.
D) condition of sale.
E) true objection.
54) When the prospect said, “I know that your company usually ships in batches of 6 dozen
cases, but I don’t have room to store that much merchandise.” The salesperson must first:
A) try to negotiate with the customer to make a sale.
B) determine if the prospect is setting a condition.
C) smoke out the hidden and hopeless objections.
D) use a dodge to create interest in the prospect.
E) determine if the objection is major or minor.
55) The prospective buyer says, “I would buy your line of cleaning products if you offered a
quantity discount.” The salesperson responds, “Discounts are commonly offered in this business
and if you order today, I am authorized to give you a cumulative quantity discount.” The
salesperson has:
A) implemented a contingency objection.
B) turned an objection into a condition of sale.
C) used forestalling.
D) benchmarked the sale.
E) used a sales dodge.
56) The prospect said, “I know that your company usually ships in batches of 6 dozen cases, but
I don’t have room to store that much merchandise.” Once the salesperson determined that this
was a condition of sale, he should:
A) engage in negotiation.
B) use stalling techniques until he can contact his supervisor.
C) use forestalling.
D) use a dodge.
E) realize that he can never close the sale.
57) ________ refers to reaching an agreement mutually satisfactory to both buyer and seller.
A) Collaboration
B) Strategic allying
C) Negotiation
D) Partnering
E) Networking
58) The two broad categories of objections are ________, which can never be solved and
________, which can be answered.
A) potential objections; actual objections
B) hopeless objections; true objections
C) superficial objections; actual objections
D) feigned objections; real objections
E) generic objections; specialized objections
59) An objection which can be answered by the salesperson is called a ________ objection.
A) delayed
B) practical
C) source
D) true
E) hopeless
60) Which of the following is an example of a practical objection?
A) Resistance to spending money
B) Dislikes making a buying decision
C) Delivery schedules
D) Negative image of a salesperson
E) Predetermined beliefs
61) True objections come in two types:
A) situational and personal.
B) practical and impractical.
C) external and internal.
D) major and minor.
E) physiological and psychological.
62) Which of the following is NOT a psychological objection?
A) Resistance to domination
B) Resistance to spending money
C) Predetermined beliefs
D) Dislikes making a buying decision
E) Prospect having overstock of your products
63) A salesperson will not be able to
64) Which of the following is an example of a psychological objection that a prospect who is
talking to a salesperson of health and beauty aids might use?
A) “Your company only makes deliveries weekly, and we need twice a week deliveries.”
B) “My store is currently overstocked with cold remedies.”
C) “Our store only sells a case of shampoo in a week.”
D) “Your beauty aids are priced higher than your competitor’s.”
E) “I have a low opinion of salespeople from your firm.”
65) All of the following are major categories of objections discussed in the text EXCEPT:
A) product objections.
B) environmental objections.
C) stalling objections.
D) no-need objections.
E) source objections.
66) A retail store buyer who dwells on trivial details like the placement of buttons or the
stitching on the collar as the reason for not buying, more than likely has ________ objections.
A) stalling
B) forestalling
C) no-need
D) hidden
E) pre-emptive
67) What is the salesperson’s best course of action when dealing with a hidden objection?
A) Using a trial close
B) Ignoring it until the buyer asks a question
C) Forestalling until the close
D) Trying to get the buyer to reveal it
E) Countering it by stalling during the sales presentation
68) ________ objections are simply a smoke screen designed to get rid of a salesperson.
A) Hidden
B) Product
C) Stalling
D) No-need
E) Money
69) Which of the following is the best example of a stalling objection?
A) “Your price is too high for the quality.”
B) “Frankly, your competitor makes a more efficient refrigeration unit.”
C) “You’ve got to do better than that with the price and financing.”
D) “Sounds good! I’ll need to clear it with my boss before I can make a purchase.”
E) “I think you have a great product, but at this moment we don’t need a new security system.”
70) Gordon has just finished his sales presentation when his prospect says,” I love your
accounting software but I must discuss it with my boss.” Identify the type of objection being
utilized by the prospect.
A) Stalling
B) Forestalling
C) No-need
D) Hidden
E) Anticipatory
71) The prospect is using a ________ objection when he says, “I love the copier, but I just need
some time to look over your operating manuals before I commit to buying a new machine.”
A) stalling
B) forestalling
C) no-need
D) hidden
E) anticipatory
72) Janette Hue sells vending machines. Her goal when dealing with a stalling objection is to:
A) outline disadvantages of the competition’s product.
B) help the prospect examine reasons for and against buying now.
C) provide the prospect with helpful visual aids and brochures.
D) make the prospect mad enough to take some kind of action.
E) prevent the prospect from making a hasty decision.
73) 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 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 later in the day.”
D) “If it was up to you, would you buy now?”
E) “If you had the authority, you would go ahead with the purchase, wouldn’t you?”
74) Assume that a salesperson has asked a prospect to buy three cases of Easter candy and the
prospect responds with a stalling objection. The salesperson should then:
A) present the benefits of purchasing now.
B) close again and test the reaction.
C) use a trial close.
D) agree and leave.
E) restart the presentation.
75) The prospect stands up after the sales presentation and says, “Your electronic vending
machine seems to be very sophisticated, but we are highly satisfied with the models we are
currently using. Thanks for coming by.” Which objection is being used by the prospect?
A) Source
B) Forestalling
C) No-need
D) Hidden
E) Anticipatory
76) As the restaurant equipment salesperson finished his basic presentation, his prospect said,
“Sounds good. I really like what you had to say, and I know you have a good product, but I’m not
interested now. Our present product works well. We will stay with it.” Standing up to conclude
the interview, the prospect says, “Thank you for coming by.” What kind of objection is the
salesperson experiencing?
A) Hidden objection
B) Source objection
C) Money objection
D) No-need objection
E) Product objection
77) All of the following statements about the no-need objection are true EXCEPT that a:
A) salesperson may trigger a no-need objection by giving a poor sales presentation.
B) salesperson may be able to overcome the no-need objection by asking questions.
C) no-need objection may also include a hidden objection.
D) no-need objection may also include a stalling objection.
E) no-need objection may be overcome with autosuggestion.
78) Which of the following statements about the no-need objection is true?
A) Some salespeople actually encourage their prospects to make this kind of an objection
because their sales presentation is poor.
B) Once the no-need objection is expressed the salesperson should stop the presentation and try a
close.
C) No-need objections relate directly to the product.
D) No-need objections are typically handled through forestalling.
E) Such objections are rarely used because it is a rude way to get rid of the salesperson.
79) The ________ objection is used widely because it politely gets rid of the salesperson.
A) Hidden
B) Open-ended
C) Source
D) No-need
E) Money
80) Which among the following is the best example of a no-need objection?
A) “I have to think this over before I buy.”
B) “I plan to wait until fall before I buy a new car.”
C) “I am pleased with the performance of the car I have now.”
D) “I can’t afford a new car now.”
E) “I want to buy from a more established car dealer.”
81) Which among the following is the best example of a money objection?
A) “I cannot really afford to purchase a new car right now because I just moved.”
B) “I only buy from veteran salespeople who can carry through on their promises.”
C) “I really like these figurines, but I can’t stock them in this store without consulting the owner.”
D) “I’m sorry, but we have plenty of cleaning supplies and won’t be ordering any more until the
first of the year.”
E) “I’m satisfied with the brand of pet products we are stocking now.”
82) “Unless your company is willing to pay more, there is no way I can do enough promotion to
sell fifty cases.” This statement is an example of a(n) ________ objection.
A) hidden
B) stalling
C) anticipatory
D) fiduciary
E) money
83) Identify the type of objection that encompasses several forms of economic excuses.
A) Hidden
B) Forestalling
C) Anticipatory
D) Fiduciary
E) Money
84) Which of the following is most likely true about money objections?
A) A money objection does not contain an economic excuse.
B) Money objections are overcome by stating the price early in a presentation.
C) A request for discount cannot be treated as a money objection.
D) By offering the lowest price a salesperson can trim down money objections.
E) There is no harm in revealing that a product is not the least expensive.
85) The price/value formula teaches the professional salesperson to:
A) smoke out stalling objections.
B) meet a money objection by increasing the perceived value of a product.
C) to handle objections in a specific order from hidden to price objections.
D) equate price and cost to potential buyers.
E) overcome objections as they arise.
86) Which of the following statements about the price/value formula is true?
A) The price/value formula is used to deal with product objections.
B) Value within the price/value formula does not change.
C) Price refers to the total package of benefits.
D) Price divided by value equals cost.
E) The buyer is concerned only with price.
87) Which formula best describes the relationship among price, cost, and value?
A) Cost/Price = Value
B) Price/Value = Cost
C) Value/Price = Cost
D) Cost/Value = Price
E) Price * Cost = Value
88) The price-value formula:
A) tries to translate features into advantages and advantages into benefits.
B) is the answer to “your price is too high” objection.
C) is a description of the buyer’s thinking process and an explanation of why price objection is
heard so often.
D) connects cost, value, and price. Cost and price can vary but value cannot.
E) is generally used when the buyer is convinced that the buying the product is a good deal.
89) James Anderson visits a hospital to sell functional trolleys. During his conversation with the
buyer, he understands that the buyer is not seeing any product benefit and is seeing only the
price. James’ trolleys are not the cheapest available in the market. What action can be taken by
James to overcome this situation?
A) James can use the SELL sequence technique.
B) He can offer a discount to make the product competitive.
C) James cannot sell the product here as he has not qualified the prospect before that sales call.
D) James should visit the prospect regularly to build trust.
E) James can use a demonstration to convince the customer.
90) Gus Boxley sells refrigeration equipment to supermarket and restaurant managers, and a
prospect tells him, “The equipment we have still operates efficiently enough.” Gus is
experiencing a ________ objection.
A) stalling
B) money
C) postponing
D) product
E) source
91) After the sales presentation, the prospect responds by saying, “Your blood sugar monitoring
devices are very nice, but we buy only from established brands.” Identify the type of objection
being projected by the prospect.
A) Stalling
B) Product
C) No-need
D) Hidden
E) Source
92) The prospect says, “I like your company’s accounting software package, but our employees
just don’t have the time to learn a new system.” This is an example of a ________ objection.
A) stalling
B) conditional
C) dodging
D) product
E) source