MAR3400 Chapter Quizzes UPDATED ACTUAL Questions And Correct
Answers
C
Terms in this set (45)
CRC is the acronym for the method used for managing Be sure to clarify the customer's questions, then answer or respond to it, then
customer questions, objections and concerns. CRC confirm that your answer was acceptable
stands for
The most common type of objection that any buyer gives Price
a sales rep relates to
According to the videos about managing objections, the Take the time to anticipate the customer's objections before the actual meeting
MOST successful salespeople
In the videos about overcoming objections, the reason Your response might be different depending on when during the meeting the
given for thinking about when during a sales meeting an objection occurs
objection might occur is that
Diego is a salesperson selling video equipment to Jamie, Diego needed to find out why Jamie remarked that the projector was small
the director of a convention center. After understanding
exactly how the convention center uses projectors in
meetings, Diego takes a projector out of the box to show
Jamie. Jamie looks at the video projector and says,
"Diego, this projector is very small." Diego responds, "Yes,
it is small and that makes it easy to mount on the ceiling."
Jamie responds, "That is good, but I really can't use that
projector." Jamie ends the meeting and Diego has just lost
the sale. Based on just this information, what is the most
likely reason the sale was lost?
When should you use direct denial as a way to handle a When the customer incorrectly states a fact that is important to the sale
customer's objection?
Jim is a salesperson calling on a customer for the first The postpone method
time. Jim introduces himself to the customer, and the
customer immediately follows up by suggesting that Jim's
prices are too high and wants to confirm this by seeing
the pricing information. Which of the following is the
MOST appropriate objection response method?
Which of the following statements is false? The best salespeople do not get objections from prospects and, in fact,
objections are a sign that the salesperson is losing the sale
Answers
C
Terms in this set (45)
CRC is the acronym for the method used for managing Be sure to clarify the customer's questions, then answer or respond to it, then
customer questions, objections and concerns. CRC confirm that your answer was acceptable
stands for
The most common type of objection that any buyer gives Price
a sales rep relates to
According to the videos about managing objections, the Take the time to anticipate the customer's objections before the actual meeting
MOST successful salespeople
In the videos about overcoming objections, the reason Your response might be different depending on when during the meeting the
given for thinking about when during a sales meeting an objection occurs
objection might occur is that
Diego is a salesperson selling video equipment to Jamie, Diego needed to find out why Jamie remarked that the projector was small
the director of a convention center. After understanding
exactly how the convention center uses projectors in
meetings, Diego takes a projector out of the box to show
Jamie. Jamie looks at the video projector and says,
"Diego, this projector is very small." Diego responds, "Yes,
it is small and that makes it easy to mount on the ceiling."
Jamie responds, "That is good, but I really can't use that
projector." Jamie ends the meeting and Diego has just lost
the sale. Based on just this information, what is the most
likely reason the sale was lost?
When should you use direct denial as a way to handle a When the customer incorrectly states a fact that is important to the sale
customer's objection?
Jim is a salesperson calling on a customer for the first The postpone method
time. Jim introduces himself to the customer, and the
customer immediately follows up by suggesting that Jim's
prices are too high and wants to confirm this by seeing
the pricing information. Which of the following is the
MOST appropriate objection response method?
Which of the following statements is false? The best salespeople do not get objections from prospects and, in fact,
objections are a sign that the salesperson is losing the sale
