A FEW MULTIPLE CHOICE QUETIONS. PLEASE ANSWER AS SOON AS POSSIBLE

1. Almost as soon as the salesperson entered the prospect's office, he announced, "We don't buy from any company that supports tree-hugging whackos." Because the sales rep knew that her company had a strong reputation as an environmental supporter, she knew immediately that the prospect had raised a _____ objection.

Multiple Choice

• money
• source
• no-need
• product

2. John works as a salesperson for a water purifier manufacturing firm. When John was explaining the features of the product to one of his prospects, the prospect raised an objection regarding the high price of the product compared to a similar product in the market, with the same features. John fumbled with his response, and the sales failed. During which of the following steps in the selling process was the objection raised?

Multiple Choice

• Prospecting
• Trial close
• Approach
• Presentation

3. Which of the following is an ideal way for a salesperson to respond in the face of an objection from a prospect?

Multiple Choice

• He/she should fumble a response and continue with the remainder of the presentation.
• He/she should ignore the objection as one objection leads to an endless number of objections.
• He/she should smile and overcome the objection effectively by addressing the prospect's need.
• He/she should overlook the objection as it distracts him/her from the presentation.

4. "This automobile runs as quietly as a glider on the highway." The sales person was using:

Multiple Choice

• dramatization
• simile
• alliteration
• illusion

5. Even though the casket salesperson knew why the funeral owner was ordering the lead-lined caskets instead of the pine models, he still asked, "Are you sure you want so many top-of-the-line caskets in your inventory?" The salesperson was using:

Multiple Choice

• autosuggestion
• prestige suggestion
• counter suggestion
• indirect suggestion

6. The travel agent said, "Just imagine how much fun you and your family will have when you visit Disneyworld." What type of suggestion was the travel agent using?

Multiple Choice

• autosuggestion
• prestige suggestion
• counter suggestion
• indirect suggestion