Question 1

The confirmed benefits of the greatest interest to the buyer deserve the greatest emphasis.

Accepted Answer

A) True 
 B)False

Question 2

Traditional techniques for gaining commitment are still viewed as effective by most professional buyers today.

Accepted Answer

A) True 
 B)False

Question 3

Which type of objection is a buyer raising when he or she expresses concern about the warranty offered by the seller?

Accepted Answer

A)   value objection
B)   company or source objection
C)   need objection
D)   product or service objectionE) C) and D)
F) B) and D)

Question 4

The "L" in LAARC stands for Listen.

Accepted Answer

A) True 
 B)False

Question 5

What is the term for a response to buyer objections in which the salesperson tells the customer that he or she is wrong?

Accepted Answer

A)   translation or boomerang
B)   forestalling
C)   third-party reinforcement
D)   direct denialE) None of the above
F) B) and D)

Question 6

Using third-party reinforcement will always be effective in overcoming a buyer's resistance.

Accepted Answer

A) True 
 B)False

Question 7

What is the term for a selling technique in which a salesperson asks the prospect to brainstorm reasons on paper of why and why not to buy?

Accepted Answer

A)   alternative or legitimate choice
B)   boomerang method
C)   summary commitment
D)   T-account or balance sheet commitmentE) A) and B)
F) A) and C)

Question 8

In a discussion about sales resistance with her sales manager, Iman has determined that some of her prospects are weak or have not been qualified properly. Which strategy should she use to address this problem?

Accepted Answer

A)   provide the prospect with a good reason to want to see her and request an appointment
B)   ask questions using the ADAPT or SPIN models to verify the prospect's interests
C)   schedule regular sales visits with the prospect
D)   make a sales presentation that clearly communicates a better solution to the buyer's problemE) B) and C)
F) A) and B)

Question 9

How should a salesperson view a buyer's statement of "The price is higher than I thought it would be"?

Accepted Answer

A)   as a buying signal indicating a moderate level of interest
B)   as a red light statement indicating a buyer objection that needs to be addressed
C)   as a yellow light suggesting that caution is warranted regarding this issue
D)   as an indication that there has not been enough discussion regarding all of the features of the productE) A) and B)
F) All of the above

Question 10

Which type of objection is "Give me a couple of weeks to think it over" an example of?

Accepted Answer

A)   time
B)   price
C)   no need
D)   product or service relatedE) A) and B)
F) A) and C)

Question 11

The introduction to Chapter 8 focused on FUSION Performance Marketing. What does Jim Micklos believe will help him earn commitment for his multi-million dollar deal?

Accepted Answer

A)   understanding of the customer's situation
B)   understanding how much the customer's budget is
C)   knowing the senior management of the team
D)   knowing his product thoroughlyE) All of the above
F) C) and D)

Question 12

According to the textbook, which of the following phrases is most appropriate to today's environment of trust-based relationship selling?

Accepted Answer

A)   Always Be Closing.
B)   Never take no for an answer.
C)   Nobody likes to be sold, but everybody likes to buy.
D)   Show me an objection and I will show you an interested buyer.E) C) and D)
F) A) and B)

Question 13

The standing-room-only close is an effective relationship-building technique for earning commitment.

Accepted Answer

A) True 
 B)False

Question 14

"I have never heard of your company" is an example of a service objection.

Accepted Answer

A) True 
 B)False

Question 15

Time objections are often used by the buyer as stall tactics.

Accepted Answer

A) True 
 B)False

Question 16

The LAARC method is a customer-oriented way to keep the sales dialogue positive while overcoming sales resistance.

Accepted Answer

A) True 
 B)False

Question 17

Which technique for earning commitment is "Would you like to place an order today?" an example of?

Accepted Answer

A)   direct commitment
B)   continuous yes close
C)   summary commitment
D)   balance sheet commitmentE) All of the above
F) A) and C)

Question 18

The difficulty for inexperienced salespeople is that buyers who do not raise objections are either ready to buy or just not interested.

Accepted Answer

A) True 
 B)False

Question 19

Jennifer, a salesperson for ABC Industrial Equipment, likes to address certain known sources of buyer resistance before the buyer brings them up. Which method of handling resistance is Jennifer using?

Accepted Answer

A)   forestalling
B)   compensation
C)   translation or boomerang
D)   coming-to-thatE) A) and B)
F) C) and D)

Question 20

When a customer says "Your prices are too high," it really means the prospect does not see the value in what is being offered.

Accepted Answer

A) True 
 B)False

Exam 8: Addressing Concerns and Earning Commitment

The difficulty for inexperienced salespeople is that buyers who do not raise objections are either ready to buy or just not interested.

Correct AnswerverifiedShow Answer

Using third-party reinforcement will always be effective in overcoming a buyer's resistance.

Correct AnswerverifiedShow Answer

The introduction to Chapter 8 focused on FUSION Performance Marketing. What does Jim Micklos believe will help him earn commitment for his multi-million dollar deal?

Correct AnswerverifiedShow Answer

The standing-room-only close is an effective relationship-building technique for earning commitment.

Correct AnswerverifiedShow Answer

The LAARC method is a customer-oriented way to keep the sales dialogue positive while overcoming sales resistance.

Correct AnswerverifiedShow Answer

Which type of objection is a buyer raising when he or she expresses concern about the warranty offered by the seller?

Correct AnswerverifiedShow Answer

The confirmed benefits of the greatest interest to the buyer deserve the greatest emphasis.

Correct AnswerverifiedShow Answer

What is the term for a selling technique in which a salesperson asks the prospect to brainstorm reasons on paper of why and why not to buy?

Correct AnswerverifiedShow Answer

What is the term for a response to buyer objections in which the salesperson tells the customer that he or she is wrong?

Correct AnswerverifiedShow Answer

In a discussion about sales resistance with her sales manager, Iman has determined that some of her prospects are weak or have not been qualified properly. Which strategy should she use to address this problem?

Correct AnswerverifiedShow Answer

Traditional techniques for gaining commitment are still viewed as effective by most professional buyers today.

Correct AnswerverifiedShow Answer

How should a salesperson view a buyer's statement of "The price is higher than I thought it would be"?

Correct AnswerverifiedShow Answer

Jennifer, a salesperson for ABC Industrial Equipment, likes to address certain known sources of buyer resistance before the buyer brings them up. Which method of handling resistance is Jennifer using?

Correct AnswerverifiedShow Answer

When a customer says "Your prices are too high," it really means the prospect does not see the value in what is being offered.

Correct AnswerverifiedShow Answer

Time objections are often used by the buyer as stall tactics.

Correct AnswerverifiedShow Answer

According to the textbook, which of the following phrases is most appropriate to today's environment of trust-based relationship selling?

Correct AnswerverifiedShow Answer

The "L" in LAARC stands for Listen.

Correct AnswerverifiedShow Answer

Which technique for earning commitment is "Would you like to place an order today?" an example of?

Correct AnswerverifiedShow Answer

Which type of objection is "Give me a couple of weeks to think it over" an example of?

Correct AnswerverifiedShow Answer

"I have never heard of your company" is an example of a service objection.

Correct AnswerverifiedShow Answer

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