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Multiple Choice Quiz
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1
Which of the following is NOT a common type of objection?
A)Objections related to needs
B)Objections related to society
C)Objections related to the product
D)Objections related to price
E)Objections related to time
2
Which of the following statements about objections is TRUE?
A)Some buyers have a habit of raising objections just to watch the salesperson squirm.
B)Legitimate objections regarding need can arise if the prospect has not been fully qualified.
C)Some people resist change simply because it is different from their experience.
D)A prospect who doesn't understand may be unwilling to tell the sales rep so.
E)All of the above are true.
3
Which of the following would BEST be classified as an objection to source of the good or service the salesperson is selling?
A)"Isn't your company new in this field?"
B)"How do I know you'll meet that delivery schedule?"
C)"We can't make a reasonable profit if we have to pay that much for merchandise."
D)"Sorry, we're all stocked up."
E)"I was looking for a darker shade of green."
4
Good salespeople _____________ objections and _________ known concerns.
A)dread; overlook
B)ignore; forestall
C)anticipate; forestall
D)imagine; ignore
E)are terrified of; gloss over
5
How do salespeople tell the difference between an excuse and a real objection?
A)by observing how the buyer is acting
B)by understanding what motivates people to buy
C)by learning through experience
D)by asking probing questions
E)by doing all of the above
6
Garrett knows the prospect is wrong but is hesitant to say so. Which of the following methods of handling a prospect's objection is only appropriate when the prospect's statement is clearly untrue?
A)pass-up
B)compensation
C)boomerang
D)direct denial
E)postpone
7
Brad's customer announces, "I will never buy that brand of dishwasher soap because it always left a film on my wine glasses." The salesperson responds, "I'm sorry you had such a bad experience with our older model. Many of our other customers expressed similar frustrations, but I can assure you that the problem do not exist on our latest model." The salesperson is using the _____ method for dealing with objections.
A)pass-up
B)direct denial
C)boomerang
D)forestall
E)indirect denial
8
The sequence of the feel-felt-found method is important. Which of the following illustrates the correct sequence for the method?
A)"I can see how you feel . . . others felt the same way . . . yet they found . . . "
B)"I often feel the same way . . . and others have felt the same way . . . yet they found..."
C)"I can see how you feel . . . I felt that way in the past . . . yet I found . . . "
D)"I can see how you feel . . . others felt the same way . . . and I have found . . . "
E)none of the above
9
Yes, I realize our pills look strange but our drug is so powerful we do not want patients to confuse them with other medications. We both know that kind of thing does happen, and too much medication could make someone very sick." This drug sales rep is using the _____ method to respond to an objection.
A)SPIN
B)"turn the tables"
C)revisit method
D)direct denial
E)pass-up
10
Salespeople most often use the ________technique to handle the price objection when it comes early in the sales presentation.
A)pass-up
B)feel, felt, found
C)indirect denial
D)postponement
E)time
11
Applying the two-step approach to a price objection, the first thing a salesperson should do is _____________ and the second thing he or she should do is ______________.
A)try to look at the objection from the customer's viewpoint; sell value and quality rather than price
B)determine which services are most important to the average customer and sell them: try to sell the most profitable items second
C)adjust the presentation and offer fewer language options; sell the importance of being able to communicate in multiple languages rather than the price
D)try to lower the price by eliminating certain services the prospect can perform in-house; sell only to senior executives
E)talk; think





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