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73. When the prospect asked, "Will I get a 2-year service warranty on this heating system?" The salesperson responded, "Before you decide to buy, let me tell you about how this new timer will save you money." What method was the salesperson using to meet the prospect’s objection? A. BoomerangB. RephraseC. CompensationD. ForestallE. Dodge74. The prospect asked, "Does this display case come with its own lighting system?" The salesperson responded with, "Before you decide to buy, notice how the doors to the case can be easily secured against tampering." What method was the salesperson using to meet this objection? 12-10
Chapter 12 - Welcome Your Prospect's Objections75. The prospect says, "Your price is two percent higher than your competitor's." The salesperson responds, "What you're saying is you want to get the best product for your money—right?" The salesperson is using which technique for meeting objections? 76. A prospect tells a salesperson, “I’m not interested in the type of products that you sell.” The salesperson responds with, “Why?” The salesperson has used the ________ approach for meeting objections. 77. The "Feel-Felt-Found" technique for meeting an objection is a variation of the _____ method. A. rephrasing B. boomerangC. compensationD. forestallingE. direct denial78. Which of the following is a positive method for dealing with price issues during the business proposition phase? A. The product costs $5,000.B. Your rate will be only prime plus two.C. You can pay the total price over a series of months.D. How much would you like to pay us every month?
E. We'll take off $6,000 to trade in your used car.
Chapter 12 - Welcome Your Prospect's Objections79. You are working at your part-time job in a hardware store near a campus. A customer in the paint department complains that the new tops on the paint thinner seem hard to remove. You reply, "Yes, they are. They're designed that way so that children can't get into the thinner." You have just used the _____ technique. 80. Which method aids a salesperson to turn an objection into a reason to buy?