Professional Selling Exam 3 - UCO -
MRKT 3123 questions with verified
answers
objection - correct answer ✔✔anything the prospect says or does that presents an obstacle to the
smooth completion of the sale.
Why do buyers have objections? - correct answer ✔✔-Objections are positive
-A buyer without objections, is probably one that is not interested in the first place.
-They are buying signals.
When do buyers object? - correct answer ✔✔Any time during your sales call... from your first
introduction to the time you try and close.
The Stall or Put-Off - correct answer ✔✔-Prospect is simply trying to avoid making a decision
-You may not have presented a compelling reason to buy
-Handling a stall is a test of your attitude.
The Searcher - correct answer ✔✔-Often prospects just want more data. They want more information
before they're even ready to buy.
-The customer wants to be convinced that buying your product is the right thing to do.
The Hidden Objection - correct answer ✔✔-prospect will not reveal the real reason
-often quite personal, so prospect feels uneasy
-its kind of like an iceberg
The Stopper - correct answer ✔✔• An objection for which no solution can be found
• Not every prospect is a fit for what you have to offer
, • The prospect has a legitimate reason for not buying so move on
• "price of car is $50k, I have $20k will that work?"
product objection - correct answer ✔✔objection made when customer has real objections about the
product itself
objection to your company - correct answer ✔✔Ive never heard of your company or know anyone who
has done business with you
Don't want to make a decision - correct answer ✔✔-Maybe not the decision maker, or have other
roadblocks in their decision.
-We are happy with what we have.
-See me on your next trip.
-I want to think it over.
-We don't have room for your product line.
Service Objections - correct answer ✔✔-Your delivery schedule doesn't work for us.
-We need same-day response on all service calls.
-Your maintenance contract doesn't meet our needs.
Objection to Salesperson (Possibly Hidden) - correct answer ✔✔-You are not very well prepared.
-You're not really listening to my concerns.
-You're trying to sell me too aggressively.
-I don't like you.
Price Objections (Possibly Hiding Real Objection) - correct answer ✔✔-I can't afford it.
-Your pricing structure is out of line.
-I'm going to wait until prices come down.
When to answer objections - correct answer ✔✔(1) Answer Immediately
MRKT 3123 questions with verified
answers
objection - correct answer ✔✔anything the prospect says or does that presents an obstacle to the
smooth completion of the sale.
Why do buyers have objections? - correct answer ✔✔-Objections are positive
-A buyer without objections, is probably one that is not interested in the first place.
-They are buying signals.
When do buyers object? - correct answer ✔✔Any time during your sales call... from your first
introduction to the time you try and close.
The Stall or Put-Off - correct answer ✔✔-Prospect is simply trying to avoid making a decision
-You may not have presented a compelling reason to buy
-Handling a stall is a test of your attitude.
The Searcher - correct answer ✔✔-Often prospects just want more data. They want more information
before they're even ready to buy.
-The customer wants to be convinced that buying your product is the right thing to do.
The Hidden Objection - correct answer ✔✔-prospect will not reveal the real reason
-often quite personal, so prospect feels uneasy
-its kind of like an iceberg
The Stopper - correct answer ✔✔• An objection for which no solution can be found
• Not every prospect is a fit for what you have to offer
, • The prospect has a legitimate reason for not buying so move on
• "price of car is $50k, I have $20k will that work?"
product objection - correct answer ✔✔objection made when customer has real objections about the
product itself
objection to your company - correct answer ✔✔Ive never heard of your company or know anyone who
has done business with you
Don't want to make a decision - correct answer ✔✔-Maybe not the decision maker, or have other
roadblocks in their decision.
-We are happy with what we have.
-See me on your next trip.
-I want to think it over.
-We don't have room for your product line.
Service Objections - correct answer ✔✔-Your delivery schedule doesn't work for us.
-We need same-day response on all service calls.
-Your maintenance contract doesn't meet our needs.
Objection to Salesperson (Possibly Hidden) - correct answer ✔✔-You are not very well prepared.
-You're not really listening to my concerns.
-You're trying to sell me too aggressively.
-I don't like you.
Price Objections (Possibly Hiding Real Objection) - correct answer ✔✔-I can't afford it.
-Your pricing structure is out of line.
-I'm going to wait until prices come down.
When to answer objections - correct answer ✔✔(1) Answer Immediately
