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59.
Your buyer has just said, "Your machines break down more often than most of your major
competitors' machines." You decide to reply using the indirect denial method to handle
this objection. Which of the following statements is the best example of this method?
60.
Which of the following is an important feature of the indirect denial method of responding
to objections?
61.
A salesperson using the _____ method of responding to objections acknowledges that an
objection is valid and proceeds to offer some offsetting advantages of the good or service
being sold.
62.
The compensation method of responding to objections is often referred to as the superior
benefit method because:
63.
Gary objected to the high cost of the copier that Lynette was suggesting his office
purchase. Lynette stated, "The initial price is one of the highest on the market, but this
copier offers the fastest output rates available on the market and it has one of the best
maintenance records in the industry. This will assist you in meeting those critical
production deadlines you told me about." Lynette is using the _____ method to respond to
Gary.
64.
"I realize that our barcode label printer is more expensive than others that you may be
looking at, but the Zelton barcode label printer is designed for Microsyne operating
systems. Your employees will be able to learn how to operate our machine much faster
than the other brands because of their familiarity with Microsyne. You won't experience
any loss in productivity as this printer is synced with your system. It takes up to two weeks
for employees to become comfortable using some of the other barcode label printers on
the market." Which method of dealing with objections is the Zelton Systems salesperson
using in this example?
65.
Identify the correct sequence that illustrates the referral method of responding to
objections that is used by salespeople.
66.
The use of a third-party testimonial letter strengthens the _____ method of responding to a
prospect's objections.
67.
As Shirley responded to a personnel director's concerns about changing to the health-care
plan her firm offered, she said, "I can see why you feel that way. We do have a lot of forms
to fill out. Others felt the same way, but they found that it is not nearly as cumbersome as
they expected. Here's a letter from…." Which method is Shirley using to respond to this
objection?
68.
When a golfing club manager says, "I am concerned that our club members will find the
low center of gravity in the Taylor clubs mess up their golf swings," the Taylor salesperson
responds, "I understand how you feel about the clubs. Another buyer felt the same way as
you do until he tried the clubs for a month. He found them easy to use and that they
actually improved his average score." Which method of dealing with objections is the
Taylor salesperson using?
69.
With the _____ method of responding to objections, the salesperson turns the objection
into a reason for buying the product or service.
70.
"I agree, sir, that the valve buttons on this brand of aerosol paint are very difficult to
remove, and you will be glad they are. They are made that way to prevent children, who
might sneak into your garage to play, from painting everywhere, accidentally harming
themselves, and so on." Which of the following methods for responding to objections has
been used in this scenario to convince the customer?
71.
Karen said to the sales executive of a holiday resort, "Your resort is miles away from the
city and does not provide pickup and drop off facilities." The sales executive replies, "Yes,
I know our resort facility is away from the city, but the serenity and beauty of this area is
conducive for a very relaxed and peaceful holiday experience to our customers." Which of
the following methods for responding to objections has been used by the sales executive
to address Karen's objections?
72.
At times, a buyer voices opinion or concern more to vent frustration than anything else.
When this occurs, the best strategy to use would be the _____ method.
73.
While a salesperson was trying to sell a new textbook, a professor began to complain
about the rising cost of textbooks. The salesperson responded, "Yeah, it's not cheap to get
quality education these days." Then, after a pause, the salesperson continued, "Say, did I
tell you who wrote the test bank that comes with this book?" Which method did the
salesperson use to deal with the objection?
74.
Dana sells a particular brand of ionomer resins, which are used in the packaging of meats.
As she was making her sales presentation to the purchasing agent of a meat distributor,
he said, "I sure do wish people would get over this idea that they only have to eat chicken.
Good beef is getting harder and harder to find." Dana responded, "I enjoy a good steak
myself." She paused briefly and then asked, "But, did you know that this product can cut
your packaging rejects in half?" In this scenario, Dana used the _____ method to respond
to the objection.
75.
When a buyer asked the price of a particular model of meat slicer, the company's
salesperson said, "If you don't mind, we can discuss that later, after I show you how this
slicer can handle everything from steaks to onions." In this scenario, the salesperson was
using the _____ method to respond to the buyer's objection.
76.
When a prospect asked how quickly the replacement part for a wood laminating machine
could be delivered in the event of a part failure, the salesperson said, "Before we discuss
replacement parts, let me explain to you how my company's machine reduces waste to a
minimum and still produces beautiful laminations." What method for handling an objection
was used in this example?
77.
Which of the following is a danger posed by the postpone method of responding to
objections?
78.
If a salesperson uses the postpone method of responding to an objection and the prospect
obstinately insists on an answer right at the time, the salesperson should:
79.
Brian is making a presentation to a group of buyers. He knows he will encounter
objections. Which of the following is NOT one of the strategies he should use to address
an objection when selling to the group?
80.
Constance sells a multilingual information service. She has just encountered a price
objection from a prospective client. For applying the two-step approach to this objection,
Constance should try to look at the objection from the customer's viewpoint, asking
questions to clarify the customer's perspective. Which of the following should be her next
step?
