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49.A(n) _____ is defined as opposition or resistance by the prospect to information or to the salesperson's request. A)sales challenge B)condition of sale C)RTP (Resistance to purchase) D)sales motivator E)sales objection Answer:E Page: 373 Learning Objective: A
50.While you are discussing the energy efficiency of your company's golf carts with a prospect, she questions whether your carts are heavier than the competition's. You had not even planned to discuss the product's weight. What should you do about this objection? A)Pass over it so you can finish presenting your energy efficiency points. B)Ignore it and continue as you had planned. C)Pass over it so you can cover it just before the close. D)Answer the question now. E)Ignore it and talk a little faster to regain control of the sales interview. Answer:D Page: 373Learning Objective: C51.Forestalling: A)is a way to deal with customers who say, "I'm too busy to talk to a salesperson today." B)is a way to attack customer objections C)has the salesperson discussing an objection before it arises D)is a five-question sequence for dealing with customer objections E)is a form of direct denial Answer:C Page: 374 Learning Objective: B52._____ has the salesperson discussing an objection before a prospect has the opportunity to ask about it. A)Objection pre-emption B)Obstructing an objection C)Dodging an objection D)Objection dodging E)Forestalling an objection Answer:E Page: 374 Learning Objective: B53.Lowell is anticipating an objection from his prospect concerning the quality of the adhesives his company he sells. He plans to weave into the early part of his presentation information about the product's recent "best buy" rating from a consumer information magazine before the prospect can bring up the quality issue. Lowell is using what method of meeting this objection? A)indirect denial B)forestalling C)objection pre-emption D)postponing E)objection dodging Answer:B Page: 374 Learning Objective: B54.Early in his presentation, before the maintenance supervisor even mentioned cost, Andrew said, "You're going to notice our wax is higher priced because of the extra ingredients that make it last 50 percent longer between applications than any other product you could apply as easily." Andrew is using: A)indirect denial B)forestalling C)objection pre-emption D)postponing E)objection dodging Answer:B Page: 374 Learning Objective: B