MAR3400 Final Exam Review – Sales Strategies,
Objections, and Customer Handling Techniques
Verified Questions Provided with A+ Graded
Rationales Latest Updated 2026
CRC Method
Method used to handle objections (clarify, respond, confirm)
Clarify (CRC)
Ask questions and really listen; paraphrase back to make sure there is no underlying concern;
acknowledge that you understand why they would have that concern
- "tell me more about that"
Respond (CRC)
answer the objection in a way that puts their concerns at ease and shows that you are trying
to create value for them
- use evidence
Confirm (CRC)
Make sure you handled the objection and that they no longer have the concern
- "did i clarify that for you?"
- likely triggers a 2nd objection
most successful salespeople ______________ what objections they might get
anticipate
why are objections seen as good in sales?
customers don't usually give objections unless they are actually considering us
objections are a good sign
true
1 multiple choice option
When hearing an objection:
- PLAN to relax
- Listen
- Do not interrupt
, Direct Denial (objection response method)
salesperson makes a relatively strong statement to indicate the error the prospect has made
(telling them that they are wrong)
- only use with blatant inaccuracy
- not used with opinions
Indirect Denial (objection response method)
deny the objection but attempt to soften the response
- recognize the position of the customer who makes the objection and then continue by
introducing substantial evidence
Compensation Method (objection response method)
acknowledge the validity of the objection and proceed to show any compensating advantages
Referral Method (objection response method)
referring to other customers experiences
- feel, felt, found (other customers felt, here's what they found)
- find points of agreement
Revisit Method (objection response method)
salesperson turns the objection into a reason for buying (boomerang method)
- works with all personality types
Postpone Method (objection response method)
buyer raises objections the salesperson would prefer to answer later; salesperson should ask
permission to answer at later time
- useful when a price objection occurs early (not out of convenience)
Question Method (objection response method)
turn customer's concern into a question and refocus on 1 or more strengths of your value
proposition
- get the customer thinking in a new way and contrast his/her concern against an advantage
Need Objection
objection made when customer is concerned with his or her actual need of the product
How to handle Need Objections
Objections, and Customer Handling Techniques
Verified Questions Provided with A+ Graded
Rationales Latest Updated 2026
CRC Method
Method used to handle objections (clarify, respond, confirm)
Clarify (CRC)
Ask questions and really listen; paraphrase back to make sure there is no underlying concern;
acknowledge that you understand why they would have that concern
- "tell me more about that"
Respond (CRC)
answer the objection in a way that puts their concerns at ease and shows that you are trying
to create value for them
- use evidence
Confirm (CRC)
Make sure you handled the objection and that they no longer have the concern
- "did i clarify that for you?"
- likely triggers a 2nd objection
most successful salespeople ______________ what objections they might get
anticipate
why are objections seen as good in sales?
customers don't usually give objections unless they are actually considering us
objections are a good sign
true
1 multiple choice option
When hearing an objection:
- PLAN to relax
- Listen
- Do not interrupt
, Direct Denial (objection response method)
salesperson makes a relatively strong statement to indicate the error the prospect has made
(telling them that they are wrong)
- only use with blatant inaccuracy
- not used with opinions
Indirect Denial (objection response method)
deny the objection but attempt to soften the response
- recognize the position of the customer who makes the objection and then continue by
introducing substantial evidence
Compensation Method (objection response method)
acknowledge the validity of the objection and proceed to show any compensating advantages
Referral Method (objection response method)
referring to other customers experiences
- feel, felt, found (other customers felt, here's what they found)
- find points of agreement
Revisit Method (objection response method)
salesperson turns the objection into a reason for buying (boomerang method)
- works with all personality types
Postpone Method (objection response method)
buyer raises objections the salesperson would prefer to answer later; salesperson should ask
permission to answer at later time
- useful when a price objection occurs early (not out of convenience)
Question Method (objection response method)
turn customer's concern into a question and refocus on 1 or more strengths of your value
proposition
- get the customer thinking in a new way and contrast his/her concern against an advantage
Need Objection
objection made when customer is concerned with his or her actual need of the product
How to handle Need Objections
