Chapter 11 Welcome Your Prospect’s Objections 

 

Complete Chapter Questions With Answers

 

Sample Questions Are Posted Below

 

True / False Questions

1. According to the Golden Rule of Selling, the salesperson should always leave immediately when a prospect says “No, I do not need your product.”
   Answer: False

Learning Objective: 11-0

Topic: The Golden Rule: Objections

Blooms: Remember

AACSB: Ethics

Level of Difficulty: Easy

Explanation: Whether or not a salesperson should leave after being rejected depends on whether the prospect is correct about not needing the product and what the purpose of the sales call is.

 

2. Sales objections should be welcomed.
   Answer: True

Learning Objective: 11-01

Topic: Welcome Objections!

Blooms: Remember

AACSB:

Level of Difficulty: Easy

Explanation: When a prospect first gives an objection, smile, because that’s when you start earning your salary. An object indicates the prospect is interested.

 

3. Opposition or resistance to the information provided by a salesperson is called sales objection.
   Answer: True

Learning Objective: 11-01

Topic: What Are Objections?

Blooms: Remember

AACSB:

Level of Difficulty: Easy

Explanation: Opposition or resistance to information or to the salesperson’s request is labeled a sales objection. Welcome sales objections because they indicate prospect interest and help determine what stage the prospect has reached in the buying cycle—attention, interest, desire, conviction, or readiness to close.

 

4. The salesperson should hope that the prospect says nothing during her presentation so that she can give an uninterrupted sales presentation.
   Answer: False

Learning Objective: 11-01

Topic: What Are Objections?

Blooms: Understand

AACSB:

Level of Difficulty: Medium

Explanation: Sales objections indicate prospect interest and help determine what stage the prospect has reached in the buying cycle—attention, interest, desire, conviction, or readiness to close. A sales presentation without objections or questions probably indicates a prospect is not interested in the product.

 

5. A salesperson should be prepared to respond to a prospect’s objection at any time during the presentation.
   Answer: True

Learning Objective: 11-02

Topic: Objections and the Sales Process

Blooms: Remember

AACSB:

Level of Difficulty: Easy

Explanation: Objections can occur at any time during a presentation, and salespeople need to be prepared to handle them appropriately.