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78.As a salesperson, what should be your goal in dealing with the stalling objection? A)Get the prospect to be reasonable. B)Help the prospect realistically examine reasons for and against buying now. C)Help the prospect compare your product offering to what is being sold by your competitors. D)Make the prospect mad so he will take some kind of action. E)Force the prospect to take a few days to think about it. Answer:B Page: 380 Learning Objective: D79.Assume a salesperson has asked a prospect to buy, and the prospect responds with a stalling objection. The salesperson should: A)close again. B)use a trial close. C)bring out the main selling benefits. D)agree and leave. E)do none of the above. Answer:C Page: 381 Learning Objective: D
80.The _____ objection is used widely because it politely gets ride of the salesperson. A)hidden B)open-ended C)stalling D)no-need E)money Answer:D Page: 381 Learning Objective: D81.As the salesperson finishes her basic sales presentation, she stands and says, "We are satisfiedwith what we have now. Thank you for coming by." The customer is using a(n) _____ objection. A)hidden B)open-ended C)stalling D)no-need E)money Answer:D Page: 381 Learning Objective: D82.When the retail clerk selling the table saw asked for the sale, the prospect responded, "I'm happy with the saw I am now using." The prospect is using a _____ objection. A)hidden B)created C)stalling D)no-need E)source Answer:D Page: 381 Learning Objective: D83.Which of the following statements is the BEST example of a no-need objection? A)"I have to think this over before I buy." B)"I plan to wait until fall before I buy a new car." C)"I am pleased with the performance of the car I have now." D)"I can't afford a new car now." E)"I want to buy from a more established car dealer." Answer:C Page: 381 Learning Objective: D84.Which of the following statements about the no-need objection is true? A)Some salespeople actually bring it on themselves. B)Once the no-need objection is expressed, you may be able to resurrect the presentation by asking questions. C)No-need objections are especially tricky because they may also include a hidden objection. D)No-need objections are especially tricky because they may also include a stall. E)All of the above statements about the no-need objection are true. Answer:E Page: 381-382 Learning Objective: D