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Short Answer Questions
81.
Which is the worst type of objection that salespeople face?
82.
Discuss briefly the LAARC Method.
83.
In which situations would a selling firm institute a turnover?
84.
The Interface carpet salesperson knew his prospect would be skeptical about whether a
carpet made from corn could be as soft and pliable as a carpet made from nylon, so he
brought both types of carpet to the sale and let the buyer examine them closely. What was
the carpet salesperson doing when he invited the buyer to look at the carpet before
actually beginning his sales presentation?
85.
How do successful salespeople respond to objections?
86.
Howard plans to take a notebook computer with him on an archeological dig in the
Yucatan Peninsula. He says to the seller, "I just can't believe there is a notebook that can
withstand the weather extremes that I'm likely to find at the dig." The salesperson
immediately hands him a letter from a customer who had taken with her on a trip to the
Brazilian rainforest a notebook bought from the company. The letter was extremely
complimentary of how the notebook operated in extreme weather conditions, even when
held in awkward positions. What method of handling objections did the salesperson use?
87.
A prospect said, "No shoe company can provide shoes for every member of my crew. One
of my crew members wears a size 5 narrow and another, who is 6'4", has extremely huge
feet. Hearing this, the salesperson responded, "I know different individuals can have
varying shoe size ranges and that's exactly why you need to buy Red Wing shoes. We have
several styles of work boots in every size imaginable." What method for handling
objections did the salesperson use?
88.
What strategy for dealing with objections is appropriate when a buyer is venting
frustration?
89.
Carmen is making a PowerPoint presentation when a prospect interrupts her with an
objection that Carmen has already anticipated and will address in a subsequent slide.
What strategy can Carmen use to address the objection?
90.
Cory is making a presentation to a group of buyers from an agricultural co-op. One of the
buyers offers an objection to Cory's products. What is the first thing Cory should do?
Essay Questions
91.
Michael has just been hired as the sales manager for Blackbeard, a new software
company selling customized accounting systems for nonprofit organizations. He is trying to
anticipate objections customers will have toward his company's products. Explain the five
major types of objections he should anticipate.
92.
Discuss the importance of forestalling as a strategy.
93.
Responding to objections in a helpful manner requires careful thought and preparation.
What are some of the traits and behaviors salespeople can commit to when preparing their
responses to objections from prospects?
94.
How can a salesperson separate excuses from objections?
95.
Under what conditions should a salesperson make use of the direct denial method for
handling objections? When should the method not be used?
96.
What is the indirect denial method of responding to objections? Why should salespeople
use this method?
97.
Briefly discuss the benefits of the compensation method of responding to objections.
98.
One common method for dealing with a prospect's objections is the acknowledge method.
What are the conditions for using this method?
99.
What is the postponement method of responding to objections? What are its
disadvantages?
100.
Responding to objections when selling to groups requires special attention. What
strategies should be used to address objections in a group sales presentation?
