mkt 4440 final exam || Questions and 100% Accurate Answers.

why do prospects raise objections correct answers -dont understand what you are selling or its benefits -dont need it (or think they need it) -dont like the unknown/risk -to test you -too expensive -dont want to make a decision when do buyers raise objections? correct answers all the time -as the salesperson is trying to set up the initial appointment -during the salespersons approach -as the product is being explained -when the salesperson attempts to gain commitment -after the sale what are the two types of objections correct answers valid objections and invalid objections valid objections correct answers a true reason why they are showing resistance invalid objections correct answers a "doge"- a way of getting rid of a salesperson or hiding the true objection examples of invalid objections correct answers "im just not interested" "just send me a brochure" "never heard of you" "im busy" how to determine if an objection is valid or invalid correct answers timing: where in the selling process are you at the time of objection tone: how someone says it should you ignore objections? correct answers only invalid ones (and in a tactful way) why are valid objections good for salespeople correct answers they help us know what is going on in the buyers mind traits and behaviors of successful salespeople in responding to objections correct answers -develop and maintain a positive attitude about objections -commit to always tell the truth -anticipate objections and prepare helpful responses -relax and listen and never interrupt the buyer -address known problems before the buyer does