MAR3400 EXAM QUESTIONS AND ANSWERS WITH
COMPLETE SOLUTIONS VERIFIED LATEST UPDATE
Handli
IS the price objection by the purchasing agent is always a "true" price issue
False
What should the sales person do first when the buyer voices an objection
listen to the buyers objection
Objections are a common part of the selling process
true
The value of the product or service may overcome a buyer's objection if
presented properly
true
Listening should be a major part of the salesperson response
true
The best way to understand objections
is to ask clarifying questions and to listen attentively to the customer in an attempt to
discover the true reason
The most common objections
-Price and budget objections(most common)
- Product Objection
,- Satisfied with the existing supplier
-I need to think about it
Price and budget objections
The price objection is often used as a negotiating tactic by the buyer
- The price objection is more common in Business to business because prospects use
the tactic frequently to get a discount
- relates to the buyers financial ability to make a purchase at the time
- research before the sales call by evaluating the state of the industry and
understanding the competition in the business sector
Product Objection
-an objection relating directly to the product
- The buyer is simply concerned about your product being as good as the current
suppliers product
- Buyer is also asking how the product will benefit their organization more than the
current vendor
- usually comes uo when a buyer does not fully understand the implementation process
of a new product or how the sellers product could benefit their organization
Satisfied with the existing supplier
- can be more challenging than a price objection
- easy for a buyer to present as an obstacle for the sale since its not an explicit
statement about the price or product
- the true objection is hidden from the seller
- buyer may have a long term relationship with their current supplier
, I need to think about it
- Not a true objection
- this objection is very similar to the "i am satisfied with my existing supplier" response
to a sales persons proposal
- The prospect may use their boss as an excuse and state that they need to discuss the
decision further with upper management
- either way this is a small tactic to avoid decision
- also a polite way for the buyer to say they are not interested
- should not be considered a no to the sales person
- the goal for the salesperson is to uncover the real reason for the stall to determine the
next approach to sell the prospect
A positive approach to objections
- a salespersons mental state is critical in the selling process.
- especially true when handling objections
- some baul to early hwen faced with obejctions
- a prospect can sense the salesperson lack of confidence
- crucial qualities: confidence and conviction
- building self confidence is a necessity to succeed in sales
Handling objections
Step 1: listening
- Make sure that you are listening to better understand what their true objection is to the
sale
- listen to understand and do not respond immidetly
COMPLETE SOLUTIONS VERIFIED LATEST UPDATE
Handli
IS the price objection by the purchasing agent is always a "true" price issue
False
What should the sales person do first when the buyer voices an objection
listen to the buyers objection
Objections are a common part of the selling process
true
The value of the product or service may overcome a buyer's objection if
presented properly
true
Listening should be a major part of the salesperson response
true
The best way to understand objections
is to ask clarifying questions and to listen attentively to the customer in an attempt to
discover the true reason
The most common objections
-Price and budget objections(most common)
- Product Objection
,- Satisfied with the existing supplier
-I need to think about it
Price and budget objections
The price objection is often used as a negotiating tactic by the buyer
- The price objection is more common in Business to business because prospects use
the tactic frequently to get a discount
- relates to the buyers financial ability to make a purchase at the time
- research before the sales call by evaluating the state of the industry and
understanding the competition in the business sector
Product Objection
-an objection relating directly to the product
- The buyer is simply concerned about your product being as good as the current
suppliers product
- Buyer is also asking how the product will benefit their organization more than the
current vendor
- usually comes uo when a buyer does not fully understand the implementation process
of a new product or how the sellers product could benefit their organization
Satisfied with the existing supplier
- can be more challenging than a price objection
- easy for a buyer to present as an obstacle for the sale since its not an explicit
statement about the price or product
- the true objection is hidden from the seller
- buyer may have a long term relationship with their current supplier
, I need to think about it
- Not a true objection
- this objection is very similar to the "i am satisfied with my existing supplier" response
to a sales persons proposal
- The prospect may use their boss as an excuse and state that they need to discuss the
decision further with upper management
- either way this is a small tactic to avoid decision
- also a polite way for the buyer to say they are not interested
- should not be considered a no to the sales person
- the goal for the salesperson is to uncover the real reason for the stall to determine the
next approach to sell the prospect
A positive approach to objections
- a salespersons mental state is critical in the selling process.
- especially true when handling objections
- some baul to early hwen faced with obejctions
- a prospect can sense the salesperson lack of confidence
- crucial qualities: confidence and conviction
- building self confidence is a necessity to succeed in sales
Handling objections
Step 1: listening
- Make sure that you are listening to better understand what their true objection is to the
sale
- listen to understand and do not respond immidetly
