MAR3400 EXAM |70 COMPLETE QUESTIONS WITH EXPERT
SOLUTIONS | 2026 LATEST UPDATED | GET A+
salesperson raise objection before buyers have a chance to raise them - (Answer)forestall
Two-Step approach salespeople use to deal with a buyers price objections - (Answer)1. try to
look at the objection from the buyers perspective
2. sell the value and quality of a product over price
Objections associated with needs - (Answer)"i do not require the product"
"I have never done it that way before"
Objections associated with the source - (Answer)"I do not like you"
"I do not like your firm"
Guideline for salespeople to use the acknowledge method to address a buyers objection is that
they should - (Answer)not use if the objection raised is factually false
Identify the intangible features that provide value that offsets price - (Answer)1. provision of
field assistance
, 2.service in the form of faster deliveries
Salesperson has difficulty establishing a need in a buyers mind when selling a new and different
product, service, or idea. This type of selling is known as - (Answer)pioneer selling
many objections from a buyer in attempt tp obtain commitment. this shows that they have -
(Answer)to build their skills in uncovering and responding to the objections
reacting to a buyers objections - (Answer)1. listen without interrupting
2. assessing objections before interrupting
buyers objections that a salesperson doesnt agree with. attempts to soften the response using -
(Answer)indirect denial method
when faced with a buyers price objection - (Answer)1. utilize communication tools effectively
2. make sure to establish the value of a product or service
3. make sure to have up-to-date information
SOLUTIONS | 2026 LATEST UPDATED | GET A+
salesperson raise objection before buyers have a chance to raise them - (Answer)forestall
Two-Step approach salespeople use to deal with a buyers price objections - (Answer)1. try to
look at the objection from the buyers perspective
2. sell the value and quality of a product over price
Objections associated with needs - (Answer)"i do not require the product"
"I have never done it that way before"
Objections associated with the source - (Answer)"I do not like you"
"I do not like your firm"
Guideline for salespeople to use the acknowledge method to address a buyers objection is that
they should - (Answer)not use if the objection raised is factually false
Identify the intangible features that provide value that offsets price - (Answer)1. provision of
field assistance
, 2.service in the form of faster deliveries
Salesperson has difficulty establishing a need in a buyers mind when selling a new and different
product, service, or idea. This type of selling is known as - (Answer)pioneer selling
many objections from a buyer in attempt tp obtain commitment. this shows that they have -
(Answer)to build their skills in uncovering and responding to the objections
reacting to a buyers objections - (Answer)1. listen without interrupting
2. assessing objections before interrupting
buyers objections that a salesperson doesnt agree with. attempts to soften the response using -
(Answer)indirect denial method
when faced with a buyers price objection - (Answer)1. utilize communication tools effectively
2. make sure to establish the value of a product or service
3. make sure to have up-to-date information
