SS Exam 3 Questions With Complete Solutions
Which of the following is NOT a psychological objection?
Resistance to domination
Assume the prospect says, "I really like the ergonomic design of
the office furniture you are selling, but I need to ask my boss
about it before I buy." According to the text, which of the
following would NOT be an appropriate response for the
salesperson to make?
"Good! I'll call you later in the day."
Jessica sells exercise equipment to health clubs and similar
facilities. During a sales call, her prospect says, "Our clients are
quite happy with the results they are getting from the use of our
current equipment." This is an example of a _______ objection.
product
Which of the following is the best example of a source
objection?
"We want to work with a more established IT company for our
backend services"
After the presentation, experienced salespeople use a trial close
to determine the prospect's attitude toward the product and if it
is time to close.
true
,If Janae says to her prospect, "No. Your data is wrong. The
Model K2R has a superior engine and will last twice as long as
my competitor's model." Janae is using the _______ technique
for handling a prospect's objection.
direct denial
"In addition to that, is there any other reason for not going
ahead?" is the second question in the five-question sequence
method for overcoming objections.
true
If you are 100 percent sure that you cannot overcome an
objection, never ask for the order.
false
When planning for objections, a salesperson should most likely:
consider the reasons a prospect should and should not buy.
The price-value formula:
is the answer to "your price is too high" objection.
When a prospect shows resistance to a salesperson's attempt to
close a sale, the customer is most likely:
raising an objection
After responding to an objection, the salesperson should ask for
the order.
false
Which of the following is a positive method for dealing with
price issues during the business proposition phase?
,You can pay the total price over a series of months.
When the prospect said, "I know that your company usually
ships in batches of 6 dozen cases, but I don't have room to store
that much merchandise." The salesperson must first:
try to negotiate with the customer to make a sale.
The price/value formula teaches the professional salesperson to:
meet a money objection by increasing the perceived value of a
product.
The salesperson should postpone all the objections to the end of
sales presentation to maintain control of the presentation.
false
A prospect says, "I don't like your color choices." The
salesperson responds, "Before you decide to buy, let me tell you
about our credit plan." This salesperson is using a boomerang
technique.
false
Identify the technique used by the salesperson who neither
denies, answers, nor ignores the objection.
dodge
A retail store buyer who dwells on trivial details like the
placement of buttons or the stitching on the collar as the reason
for not buying, more than likely has _______ objections.
hidden
, The car salesperson says to the prospect, "I have written down
all the reasons why you should buy the new Ford Expedition. I
think this might convince you that this is the car for your
family." The car salesperson was using a(n) _______ close.
modified T-account
Robert McIntosh, a realtor, is showing a new apartment to a
couple. The husband asks Robert "What kind of terms do you
offer?" Robert should most likely respond by:
asking what terms the prospect wants.
The statement, "I'll place that order for six pallets of potting soil
right now," is an example of an unethical close.
false
The salesperson was selling the couple a garden tub for their
new bathroom. He said, "The water jets, large capacity, and
marble finish are wonderful features, wouldn't you agree?"
When this first close failed, he asked, "Will you want to use
clear or white caulk to install your new tub?" The couple did not
answer this question. The salesperson then began making a two-
column list with reasons for and against buying. The salesperson
used a:
multiple-close sequence.
The salesperson is trying to convince a prospective buyer to buy
his professional hair salon products. The salesperson says,
"These products have an advantage over other market products
because they are not animal-tested. They use only organic
Which of the following is NOT a psychological objection?
Resistance to domination
Assume the prospect says, "I really like the ergonomic design of
the office furniture you are selling, but I need to ask my boss
about it before I buy." According to the text, which of the
following would NOT be an appropriate response for the
salesperson to make?
"Good! I'll call you later in the day."
Jessica sells exercise equipment to health clubs and similar
facilities. During a sales call, her prospect says, "Our clients are
quite happy with the results they are getting from the use of our
current equipment." This is an example of a _______ objection.
product
Which of the following is the best example of a source
objection?
"We want to work with a more established IT company for our
backend services"
After the presentation, experienced salespeople use a trial close
to determine the prospect's attitude toward the product and if it
is time to close.
true
,If Janae says to her prospect, "No. Your data is wrong. The
Model K2R has a superior engine and will last twice as long as
my competitor's model." Janae is using the _______ technique
for handling a prospect's objection.
direct denial
"In addition to that, is there any other reason for not going
ahead?" is the second question in the five-question sequence
method for overcoming objections.
true
If you are 100 percent sure that you cannot overcome an
objection, never ask for the order.
false
When planning for objections, a salesperson should most likely:
consider the reasons a prospect should and should not buy.
The price-value formula:
is the answer to "your price is too high" objection.
When a prospect shows resistance to a salesperson's attempt to
close a sale, the customer is most likely:
raising an objection
After responding to an objection, the salesperson should ask for
the order.
false
Which of the following is a positive method for dealing with
price issues during the business proposition phase?
,You can pay the total price over a series of months.
When the prospect said, "I know that your company usually
ships in batches of 6 dozen cases, but I don't have room to store
that much merchandise." The salesperson must first:
try to negotiate with the customer to make a sale.
The price/value formula teaches the professional salesperson to:
meet a money objection by increasing the perceived value of a
product.
The salesperson should postpone all the objections to the end of
sales presentation to maintain control of the presentation.
false
A prospect says, "I don't like your color choices." The
salesperson responds, "Before you decide to buy, let me tell you
about our credit plan." This salesperson is using a boomerang
technique.
false
Identify the technique used by the salesperson who neither
denies, answers, nor ignores the objection.
dodge
A retail store buyer who dwells on trivial details like the
placement of buttons or the stitching on the collar as the reason
for not buying, more than likely has _______ objections.
hidden
, The car salesperson says to the prospect, "I have written down
all the reasons why you should buy the new Ford Expedition. I
think this might convince you that this is the car for your
family." The car salesperson was using a(n) _______ close.
modified T-account
Robert McIntosh, a realtor, is showing a new apartment to a
couple. The husband asks Robert "What kind of terms do you
offer?" Robert should most likely respond by:
asking what terms the prospect wants.
The statement, "I'll place that order for six pallets of potting soil
right now," is an example of an unethical close.
false
The salesperson was selling the couple a garden tub for their
new bathroom. He said, "The water jets, large capacity, and
marble finish are wonderful features, wouldn't you agree?"
When this first close failed, he asked, "Will you want to use
clear or white caulk to install your new tub?" The couple did not
answer this question. The salesperson then began making a two-
column list with reasons for and against buying. The salesperson
used a:
multiple-close sequence.
The salesperson is trying to convince a prospective buyer to buy
his professional hair salon products. The salesperson says,
"These products have an advantage over other market products
because they are not animal-tested. They use only organic
