Welcome Your Prospects Objections

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Questions Bank

The Life,Times,and Career of the Professional Salesperson
Relationship Marketing: Where Personal Selling Fits
Ethics First Then Customer Relationships
The Psychology of Selling: Why People Buy
Communication for Relationship Building: Its Not All Talk
Sales Knowledge: Customers,Products,technologies
Prospecting the Lifeblood of Selling
Planning the Sales Call Is a Must
Carefully Select Which Sales Presentation Method to Use
Begin Your Presentation Strategically
Elements of a Great Sales Presentation
Welcome Your Prospects Objections
Closing Begins the Relationship
Service and Follow-Up for Customer Retention
Time,Territory,and Self-Management: Keys to Success
Planning,Staffing,and Training Successful Salespeople
Motivation,Compensation,Leadership,and Evaluation of Salespeople

All Questions

Question 1

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Sales objections should be welcomed.

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Question 2

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True/False

According to the Golden Rule of Selling,the salesperson should always leave immediately when a prospect says "No,I do not need your product."

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Question 3

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A salesperson should be prepared to respond to a prospect's objection at any time during the presentation.

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Question 4

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In planning for objections,a salesperson should focus exclusively on the reasons why a prospect should buy.

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Question 5

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To forestall means to discuss objections as soon as they are raised.

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Question 6

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Do not deny objections even if they are based on incorrect information.

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Question 7

True/False

The salesperson should postpone all of the prospect's objections to the end of sales presentation to maintain control of the presentation.

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Question 8

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Sometimes,prospects appear to be making objections when they are actually requesting more information.

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Question 9

True/False

Opposition or resistance to the information provided by a salesperson is called a sales objection.

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Question 10

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Negotiation refers to reaching an agreement that is mutually satisfactory to both buyer and seller.

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Question 11

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A hopeless objection is one that cannot be solved or answered by the salesperson.

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Question 12

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The Quaker Oats salesperson should most likely be ready for the stalling type of objection when selling a new cereal to retail buyers.

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Question 13

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A salesperson's objective in dealing with a stall is to help prospects evaluate the reasons for and against buying now.

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Question 14

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Prospects seldom use the no-need objection because it is rude.

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Question 15

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A prospect says "I'll think it over." This can be treated as a no-need objection.

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Question 16

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"Your competitor's product is better" This is an example of source objection.

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Question 17

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A salesperson has a greater chance of sales success by offering the lowest price.

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Question 18

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The price/value formula helps a salesperson respond to a customer's price objection.

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Question 19

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A prospect says,"I cannot afford a $500 monthly car payment." A salesperson should feel confident that the prospect is setting a condition.

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Question 20

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Usually,handling a source objection requires calling on the prospect routinely over a period to break this resistance barrier.

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