Professional Selling Exam 3 correctly
answered graded A+
Alternative/Legitimate Choice - correct answer ✔✔A selling technique in which the salesperson asks the
prospect to select from two or more choices during a sales presentation.
Assumptive Close - correct answer ✔✔A sales closing technique in which the salesperson assumes that
an agreement has been reached and places the order form in front of the buyer and hands him or her a
pen.
Commitment Signals - correct answer ✔✔Favorable statements a buyer makes during a sales
presentation that signal buyer commitment.
Company or Source Objection - correct answer ✔✔Resistance to a product/service that results when a
buyer has never heard of or is not familiar with the product's company.
Compensation - correct answer ✔✔A response to buyer objections in which the salesperson
counterbalances the objection with an offsetting benefit.
Continuous Yes Close - correct answer ✔✔A sales closing technique that uses the principle that saying
yes gets to be a habit; the salesperson asks a number of questions formulated so that the prospect
answers yes.
Direct Commitment - correct answer ✔✔A selling technique in which the salesperson asks the customer
directly to buy.
Direct Denial - correct answer ✔✔A response to buyer objections in which the salesperson tells the
customer that he or she is wrong.
Fear or Emotional Close - correct answer ✔✔A sales closing technique in which the salesperson tells a
story of something unfavorable if the purchase is not made.
, Forestalling - correct answer ✔✔A response to buyer objections in which the salesperson answers the
objection during the presentation before the buyer has a chance to ask it.
Indirect Denial - correct answer ✔✔A response to buyer objections in which the salesperson takes a
softer more tactful approach when correcting a prospect or customer's information.
LAARC - correct answer ✔✔An acronym for listen, acknowledge, assess, respond, and confirm that
describes an effective process for salespeople to follow to overcome sales resistance.
Minor-Points Close - correct answer ✔✔A sales closing technique in which the salesperson seeks
agreement on relatively minor issues associated with the full order.
Need Objection - correct answer ✔✔Resistance to a product/ service in which a buyer says that he or
she does not need the product/service.
Price Objection - correct answer ✔✔Resistance to a product/ service based on the price of the product
being too high for the buyer.
Product or Service Objection - correct answer ✔✔Resistance to a product/service in which a buyer does
not like the way the product/service looks or feels
Questions or Assess - correct answer ✔✔A response to buyer objections in which the salesperson asks
the buyer assessment questions to gain a better understanding of what they are objecting to.
Sales Resistance - correct answer ✔✔Buyer's objections to a product or service during a sales
presentation.
Standing-Room Only Close - correct answer ✔✔A sales closing technique in which the salesperson puts a
time limit on the client in an attempt to hurry the decision to close.
answered graded A+
Alternative/Legitimate Choice - correct answer ✔✔A selling technique in which the salesperson asks the
prospect to select from two or more choices during a sales presentation.
Assumptive Close - correct answer ✔✔A sales closing technique in which the salesperson assumes that
an agreement has been reached and places the order form in front of the buyer and hands him or her a
pen.
Commitment Signals - correct answer ✔✔Favorable statements a buyer makes during a sales
presentation that signal buyer commitment.
Company or Source Objection - correct answer ✔✔Resistance to a product/service that results when a
buyer has never heard of or is not familiar with the product's company.
Compensation - correct answer ✔✔A response to buyer objections in which the salesperson
counterbalances the objection with an offsetting benefit.
Continuous Yes Close - correct answer ✔✔A sales closing technique that uses the principle that saying
yes gets to be a habit; the salesperson asks a number of questions formulated so that the prospect
answers yes.
Direct Commitment - correct answer ✔✔A selling technique in which the salesperson asks the customer
directly to buy.
Direct Denial - correct answer ✔✔A response to buyer objections in which the salesperson tells the
customer that he or she is wrong.
Fear or Emotional Close - correct answer ✔✔A sales closing technique in which the salesperson tells a
story of something unfavorable if the purchase is not made.
, Forestalling - correct answer ✔✔A response to buyer objections in which the salesperson answers the
objection during the presentation before the buyer has a chance to ask it.
Indirect Denial - correct answer ✔✔A response to buyer objections in which the salesperson takes a
softer more tactful approach when correcting a prospect or customer's information.
LAARC - correct answer ✔✔An acronym for listen, acknowledge, assess, respond, and confirm that
describes an effective process for salespeople to follow to overcome sales resistance.
Minor-Points Close - correct answer ✔✔A sales closing technique in which the salesperson seeks
agreement on relatively minor issues associated with the full order.
Need Objection - correct answer ✔✔Resistance to a product/ service in which a buyer says that he or
she does not need the product/service.
Price Objection - correct answer ✔✔Resistance to a product/ service based on the price of the product
being too high for the buyer.
Product or Service Objection - correct answer ✔✔Resistance to a product/service in which a buyer does
not like the way the product/service looks or feels
Questions or Assess - correct answer ✔✔A response to buyer objections in which the salesperson asks
the buyer assessment questions to gain a better understanding of what they are objecting to.
Sales Resistance - correct answer ✔✔Buyer's objections to a product or service during a sales
presentation.
Standing-Room Only Close - correct answer ✔✔A sales closing technique in which the salesperson puts a
time limit on the client in an attempt to hurry the decision to close.
