MAR 3400 FSU Exam 3 Question &
Answers ( Latest 2025 )
Sell Slow - CORRECT ANSWERS ✔✔Take time to fully
understand the customer's needs
Steps to Handle Objections - CORRECT ANSWERS
✔✔Clarify, Respond, Confirm
Clarify - CORRECT ANSWERS ✔✔Paraphrase back to
make sure there is no underlying/other concern
Respond - CORRECT ANSWERS ✔✔Answer the
objection in a way that puts their concerns at ease and
shows that you are trying to create value for them
Confirm - CORRECT ANSWERS ✔✔Make sure that they
no longer have the concern
Types of Objections - CORRECT ANSWERS ✔✔Needs,
Product, Price, Time, Source
Need Objection - CORRECT ANSWERS ✔✔Not sure if
they need the product
,MAR 3400 FSU Exam 3 Question &
Answers ( Latest 2025 )
Product Objections - CORRECT ANSWERS ✔✔Doesn't
think your product is the answer to their need
What is the most common objection? - CORRECT
ANSWERS ✔✔Price
Time Objection - CORRECT ANSWERS ✔✔Don't
believe this is the right time for them
Source Objection - CORRECT ANSWERS ✔✔Not quite
sure if they like the company itself
When the objection occurs affects - CORRECT ANSWERS
✔✔How you answer it
Objections are a _____ thing - CORRECT ANSWERS
✔✔Good
Blunders occur when the salesperson: - CORRECT
ANSWERS ✔✔- Does not understand the question
- Answers the wrong question
- Fails to fully answer the objection
- Ignores it
, MAR 3400 FSU Exam 3 Question &
Answers ( Latest 2025 )
What are effective responses to objections? - CORRECT
ANSWERS ✔✔Direct denial, Indirect denial,
Compensation method, Referral method, Revisit method,
Postpone method, Question method
Direct Denial - CORRECT ANSWERS ✔✔Only use with
blatant inaccuracy NOT used with opinions
Indirect Denial - CORRECT ANSWERS ✔✔Deny the
objection but attempt to soften the response; Recognize
the position of the customer
Compensation Method - CORRECT ANSWERS
✔✔Buyers may object because the salesperson's product
falls short; Acknowledge objections and then show any
compensating advantages
Referral Method - CORRECT ANSWERS ✔✔Feel, Felt,
Found
Revisit Method - CORRECT ANSWERS ✔✔Salesperson
turns the objection into a reason for buying
Answers ( Latest 2025 )
Sell Slow - CORRECT ANSWERS ✔✔Take time to fully
understand the customer's needs
Steps to Handle Objections - CORRECT ANSWERS
✔✔Clarify, Respond, Confirm
Clarify - CORRECT ANSWERS ✔✔Paraphrase back to
make sure there is no underlying/other concern
Respond - CORRECT ANSWERS ✔✔Answer the
objection in a way that puts their concerns at ease and
shows that you are trying to create value for them
Confirm - CORRECT ANSWERS ✔✔Make sure that they
no longer have the concern
Types of Objections - CORRECT ANSWERS ✔✔Needs,
Product, Price, Time, Source
Need Objection - CORRECT ANSWERS ✔✔Not sure if
they need the product
,MAR 3400 FSU Exam 3 Question &
Answers ( Latest 2025 )
Product Objections - CORRECT ANSWERS ✔✔Doesn't
think your product is the answer to their need
What is the most common objection? - CORRECT
ANSWERS ✔✔Price
Time Objection - CORRECT ANSWERS ✔✔Don't
believe this is the right time for them
Source Objection - CORRECT ANSWERS ✔✔Not quite
sure if they like the company itself
When the objection occurs affects - CORRECT ANSWERS
✔✔How you answer it
Objections are a _____ thing - CORRECT ANSWERS
✔✔Good
Blunders occur when the salesperson: - CORRECT
ANSWERS ✔✔- Does not understand the question
- Answers the wrong question
- Fails to fully answer the objection
- Ignores it
, MAR 3400 FSU Exam 3 Question &
Answers ( Latest 2025 )
What are effective responses to objections? - CORRECT
ANSWERS ✔✔Direct denial, Indirect denial,
Compensation method, Referral method, Revisit method,
Postpone method, Question method
Direct Denial - CORRECT ANSWERS ✔✔Only use with
blatant inaccuracy NOT used with opinions
Indirect Denial - CORRECT ANSWERS ✔✔Deny the
objection but attempt to soften the response; Recognize
the position of the customer
Compensation Method - CORRECT ANSWERS
✔✔Buyers may object because the salesperson's product
falls short; Acknowledge objections and then show any
compensating advantages
Referral Method - CORRECT ANSWERS ✔✔Feel, Felt,
Found
Revisit Method - CORRECT ANSWERS ✔✔Salesperson
turns the objection into a reason for buying
