MAR3400 CHAPTER QUIZZES EXAM QUESTIONS AND
ANSWERS WITH COMPLETE SOLUTIONS VERIFIED
CRC is the acronym for the method used for managing customer questions,
objections and concerns. CRC stands for
Be sure to clarify the customer's questions, then answer or respond to it, then confirm
that your answer was acceptable
The most common type of objection that any buyer gives a sales rep relates to
Price
According to the videos about managing objections, the MOST successful
salespeople
Take the time to anticipate the customer's objections before the actual meeting
In the videos about overcoming objections, the reason given for thinking about
when during a sales meeting an objection might occur is that
Your response might be different depending on when during the meeting the objection
occurs
Diego is a salesperson selling video equipment to Jamie, 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?
Diego needed to find out why Jamie remarked that the projector was small
When should you use direct denial as a way to handle a customer's objection?
When the customer incorrectly states a fact that is important to the sale
Jim is a salesperson calling on a customer for the first 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?
The postpone 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
Pam's prospect says, "Your company's marine products are made of a plastic
material rather than metal, so I don't think they will be durable enough." Pam
replies by saying, "I agree that plastic sounds like an inferior material compared
to metal. However, compared to the aluminum material that our competitors use,
our plastic units do not corrode when exposed to saltwater. Furthermore, the
high-density plastic we use weighs half that of aluminum, which allows us to
make each one twice as thick without adding extra weight." Which objection
response method did Pam use?
The compensation method
ANSWERS WITH COMPLETE SOLUTIONS VERIFIED
CRC is the acronym for the method used for managing customer questions,
objections and concerns. CRC stands for
Be sure to clarify the customer's questions, then answer or respond to it, then confirm
that your answer was acceptable
The most common type of objection that any buyer gives a sales rep relates to
Price
According to the videos about managing objections, the MOST successful
salespeople
Take the time to anticipate the customer's objections before the actual meeting
In the videos about overcoming objections, the reason given for thinking about
when during a sales meeting an objection might occur is that
Your response might be different depending on when during the meeting the objection
occurs
Diego is a salesperson selling video equipment to Jamie, 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?
Diego needed to find out why Jamie remarked that the projector was small
When should you use direct denial as a way to handle a customer's objection?
When the customer incorrectly states a fact that is important to the sale
Jim is a salesperson calling on a customer for the first 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?
The postpone 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
Pam's prospect says, "Your company's marine products are made of a plastic
material rather than metal, so I don't think they will be durable enough." Pam
replies by saying, "I agree that plastic sounds like an inferior material compared
to metal. However, compared to the aluminum material that our competitors use,
our plastic units do not corrode when exposed to saltwater. Furthermore, the
high-density plastic we use weighs half that of aluminum, which allows us to
make each one twice as thick without adding extra weight." Which objection
response method did Pam use?
The compensation method
