MRKT 257 Chapter 10 Exam With
Complete Solutions
The worst type of objection a purchasing agent for a hospital could have is: -
ANSWER his unspoken belief that the company cannot meet his required
delivery times.
When do buyers raise objections? - ANSWER At all above times
Which of the following statements about objections is FALSE? - ANSWER
Salespeople should take every buyer's objections personally.
Joe sells ergonomically-designed office furniture. Joe would find it easier to sell
to a customer who: - ANSWER asked Joe if there were any financial benefits to
buying the furniture.
Kerry encounters far more objections at the point in a sales call when she
actually attempts to gain buyer commitment than at any other time. This pattern
suggests that she: - ANSWER may be omitting significant selling points in her
presentation.
Selling a new and different good, service, or idea is called - ANSWER pioneer
selling
When Anton tries to convince supermarket owners to stock his company's new
tea-flavored popsicles, he receives many objections because most of the
owners are of the opinion that the flavor would not sell. In this scenario, Anton is
engaged in: - ANSWER pioneer selling.
Which of the following would best be classified as an objection to the features of
a good or service a salesperson is selling? - ANSWER "I was looking for a darker
shade of green."
Which of the following would be classified as an objection related to a product? -
ANSWER I don't understand how your company's system can remove water
vapor from our gas pipelines."
Which of the following would be classified as an objection related to the source?
- ANSWER "Isn't your company new in this field? I'm not sure if I can take this
risk."
, Which of the following is an example of an objection related to the source? -
ANSWER You're not an engineer; you can't understand the difficulty of drilling
for oil in subsea conditions at 15,000 psi of pressure."
April, a sales rep for Beta-Z Equipments, was recently assigned to work with
Leapheart construction. Typically, Leapheart purchases about $15,000 worth of
materials per quarter from Beta-Z, but since April took over as the sales rep to
work with Leapheart, the volume has dropped drastically. Sam, the inventory
manager at Leapheart, often ends April's sales calls saying something like,
"Look, little lady, I don't need someone like you in here telling me how to build
houses. Why don't you just run along and bake some cookies or something."
April has been professional in every way, but now her manager believes that the
client should be assigned to Wayne. This change is called a: - ANSWER turnover
Ever since Alain was chosen as the sales rep to deal with Premier Meat Packers,
he has had trouble with its purchasing agent who seems to resent the fact that
Alain was born in France and speaks with a French accent. Alain lost a sale
because the Premier agent contended that he couldn't understand Alain's
accent. The agent thought Alain had promised delivery in two weeks, and the
agent needed the order filled in two days. Due to problems like this and other
condescending remarks made by the agent, a _____ is the best option for Alain's
company. - ANSWER turnover
Which of the following is an example of an objection related to the price -
ANSWER The fresh cut tulips you want to sell me are not that superior in quality
to other tulips that I can buy for less money."
When dealing with objections, successful salespeople - ANSWER need to do all
of the above.
The proactive method of anticipating objections and answering them before the
customer has a chance to raise them is known as: - ANSWER forestalling.
"You'll notice the trimming machine requires workers to pull two levers at the
same time. Although this may appear inconvenient, it ensures that the worker's
hands will not be caught in the blades." In this example, the salesperson is _____
an objection regarding the extra effort required to use the trimming machine. -
ANSWER forestalling
Which of the following statements is true about forestalling objections? -
ANSWER Forestalling involves salespeople raising objections before buyers
have a chance to raise them.
When responding to a buyer's objection, a salesperson should: - ANSWER listen
as though he or she has never heard that objection before.
Complete Solutions
The worst type of objection a purchasing agent for a hospital could have is: -
ANSWER his unspoken belief that the company cannot meet his required
delivery times.
When do buyers raise objections? - ANSWER At all above times
Which of the following statements about objections is FALSE? - ANSWER
Salespeople should take every buyer's objections personally.
Joe sells ergonomically-designed office furniture. Joe would find it easier to sell
to a customer who: - ANSWER asked Joe if there were any financial benefits to
buying the furniture.
Kerry encounters far more objections at the point in a sales call when she
actually attempts to gain buyer commitment than at any other time. This pattern
suggests that she: - ANSWER may be omitting significant selling points in her
presentation.
Selling a new and different good, service, or idea is called - ANSWER pioneer
selling
When Anton tries to convince supermarket owners to stock his company's new
tea-flavored popsicles, he receives many objections because most of the
owners are of the opinion that the flavor would not sell. In this scenario, Anton is
engaged in: - ANSWER pioneer selling.
Which of the following would best be classified as an objection to the features of
a good or service a salesperson is selling? - ANSWER "I was looking for a darker
shade of green."
Which of the following would be classified as an objection related to a product? -
ANSWER I don't understand how your company's system can remove water
vapor from our gas pipelines."
Which of the following would be classified as an objection related to the source?
- ANSWER "Isn't your company new in this field? I'm not sure if I can take this
risk."
, Which of the following is an example of an objection related to the source? -
ANSWER You're not an engineer; you can't understand the difficulty of drilling
for oil in subsea conditions at 15,000 psi of pressure."
April, a sales rep for Beta-Z Equipments, was recently assigned to work with
Leapheart construction. Typically, Leapheart purchases about $15,000 worth of
materials per quarter from Beta-Z, but since April took over as the sales rep to
work with Leapheart, the volume has dropped drastically. Sam, the inventory
manager at Leapheart, often ends April's sales calls saying something like,
"Look, little lady, I don't need someone like you in here telling me how to build
houses. Why don't you just run along and bake some cookies or something."
April has been professional in every way, but now her manager believes that the
client should be assigned to Wayne. This change is called a: - ANSWER turnover
Ever since Alain was chosen as the sales rep to deal with Premier Meat Packers,
he has had trouble with its purchasing agent who seems to resent the fact that
Alain was born in France and speaks with a French accent. Alain lost a sale
because the Premier agent contended that he couldn't understand Alain's
accent. The agent thought Alain had promised delivery in two weeks, and the
agent needed the order filled in two days. Due to problems like this and other
condescending remarks made by the agent, a _____ is the best option for Alain's
company. - ANSWER turnover
Which of the following is an example of an objection related to the price -
ANSWER The fresh cut tulips you want to sell me are not that superior in quality
to other tulips that I can buy for less money."
When dealing with objections, successful salespeople - ANSWER need to do all
of the above.
The proactive method of anticipating objections and answering them before the
customer has a chance to raise them is known as: - ANSWER forestalling.
"You'll notice the trimming machine requires workers to pull two levers at the
same time. Although this may appear inconvenient, it ensures that the worker's
hands will not be caught in the blades." In this example, the salesperson is _____
an objection regarding the extra effort required to use the trimming machine. -
ANSWER forestalling
Which of the following statements is true about forestalling objections? -
ANSWER Forestalling involves salespeople raising objections before buyers
have a chance to raise them.
When responding to a buyer's objection, a salesperson should: - ANSWER listen
as though he or she has never heard that objection before.
