quiz 7 - Question1 1/1point Questionoptions avoid notbemade

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Question 1 1 / 1 point A buyer objection or resistance is Question options: something that salespeople should try to  avoid. an early sign that the sale will probably  not be made. anything that the prospect says or does  that impedes negotiation of the sale. an indication that the salesperson has  done a poor job in the sales presentation.  Section Question 2 0 / 1 point Prospect objections are usually Question options: negative signs indicating no interest in  buying at this time. positive signs of interest and involvement in  the sales presentation. indications that the salesperson needs more  training. negative signs that the salesperson has not  done a good job in the sales presentation.  Section Question 3 1 / 1 point A buyer who prefers a local supplier, who wants to do business with a national company, who prefers  to stick to the status quo in supplier relationships, or who has lingering concerns over past problems  in doing business with the seller is an example of a buyer with which of the following type of  objection? Question options: Source Capita l Needs Produ ct  Section Question 4 1 / 1 point Which of the following is a  true  statement about invalid objections? Question options: They are sincere concerns of the  prospect. They are no longer obstacles to the  sale once they have been identified. They are delaying actions or hidden  reasons for not buying. They are easily uncovered by asking 
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the prospect a few direct questions.  Section Question 5 1 / 1 point The  best  way to perk up the sales presentation and get the prospect's attention and involvement when  passive resistance is encountered is to Question options: ask the prospect some open- ended questions. ask the prospect some closed  questions. ask the prospect some very  personal questions. make some obviously  ridiculous claim for your  product.  Section Question 6 1 / 1 point What would probably be the  best  response by salespeople who, upon calling on a prospect, hear this  objection: “I have to cancel our appointment today because my schedule has been turned upside  down, but leave your literature and I'll call you if I have any questions.” Question options: “I understand your schedule is hectic but don't  hesitate to call if you have any questions. You 
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  • Spring '14
  • ten minutes, Question options, five minutes

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