MAR3400 EXAM QUESTIONS AND ANSWERS WITH
COMPLETE SOLUTIONS GRADED A++ LATEST UPDATE
12. Behaviors of successful salespeople
-objections happen
-anticipate objections
-forestall likely concerns
12. Proper attitude is shown by:
-not arguing or contradicting
-embracing objections
-answering sincerely
-being a concerned, helpful advisor
12. Blunders occur when:
-does not understand the question
-answers the wrong question
-fails to fully answer the objection
-ignores it
12. clarify
-ask questions and really listen
-paraphrase back to make sure there is no underlying/other concern
-acknowledge that you understand why they would have that concern
12. respond
, -answer the objection in a way that puts their concerns at ease and shows that you are
trying to create value for them
12. confirm
-that they no longer have the concern
12. direct denial
-the salesperson makes a relatively strong statement to indicate the error the prospect
has made
-only use with blatant inaccuracy
-NOT used with opinions
12. indirect denial
-deny the objection but attempt to soften the response
-recognize the position of the customer who makes the objection and then continue by
introducing substantial evidence
12. compensation method
-buyers may object because the salesperson's product falls short
-acknowledge that validity of the objection and then proceed to show any compensating
advantages
12. referral method
-feel, felt, found
-find points of agreement
12. revisit method
-salesperson turns the objection into a reason for buying
-works with all personality types
COMPLETE SOLUTIONS GRADED A++ LATEST UPDATE
12. Behaviors of successful salespeople
-objections happen
-anticipate objections
-forestall likely concerns
12. Proper attitude is shown by:
-not arguing or contradicting
-embracing objections
-answering sincerely
-being a concerned, helpful advisor
12. Blunders occur when:
-does not understand the question
-answers the wrong question
-fails to fully answer the objection
-ignores it
12. clarify
-ask questions and really listen
-paraphrase back to make sure there is no underlying/other concern
-acknowledge that you understand why they would have that concern
12. respond
, -answer the objection in a way that puts their concerns at ease and shows that you are
trying to create value for them
12. confirm
-that they no longer have the concern
12. direct denial
-the salesperson makes a relatively strong statement to indicate the error the prospect
has made
-only use with blatant inaccuracy
-NOT used with opinions
12. indirect denial
-deny the objection but attempt to soften the response
-recognize the position of the customer who makes the objection and then continue by
introducing substantial evidence
12. compensation method
-buyers may object because the salesperson's product falls short
-acknowledge that validity of the objection and then proceed to show any compensating
advantages
12. referral method
-feel, felt, found
-find points of agreement
12. revisit method
-salesperson turns the objection into a reason for buying
-works with all personality types
