It's possible that a prospect's objections may be a result of the salesperson doing a poor job of qualifying that prospect.
Indicate whether the statement is true or false
Question 2The question How much was the price per gallon of gasoline when you last purchased it at a full-service service
station? should be avoided because it
a. is beyond the respondent's ability or experience.
b. uses a specific example to represent a general case.
c. asks respondents for specifics when only generalities are likely to be remembered.
d. is a double barreled question.
e. There is nothing wrong with the question.
Question 3In Thailand, more than 80 of the population is of Thai origin, but sizable subcultures flourish.
Indicate whether the statement is true or false
Question 4Prospects will sometimes raise objections simply because it is customary to do so.
Indicate whether the statement is true or false
Question 5The following is an example of a ____ question.
Should Macy's continue its excellent gift-wrapping program
during Christmas? Yes ____ No ____
a. double-barreled question
b. leading question
c. sensitive question
d. open-ended question
e. Both b and d.
Question 6Generation X consumers are more likely to own homes than Baby Boomer consumers.
Indicate whether the statement is true or false
Question 7Which of the following methods is probably least effective for building long-term relationships?
a. standing-room-only close
b. legitimate choice
c. summary commitment
d. balance sheet commitment
e. direct commitment
Question 8The Marketing Research Corporation of America has been hired to administer a series of yes/no questions to
shoppers in a local mall. If questions on a survey have only two possible answers (such as yes/no questions), this
type of questions are called
a. open-ended questions.
b. double-barreled questions.
c. close-ended questions.
d. fixed-alternative response questions.
e. Both c and d.
Question 9Women outnumber men in the gray market.
Indicate whether the statement is true or false
Question 10Which of the following best reflects the legitimate choice technique for earning commitment?
a. Would you like to place an order today?
b. Let's make a list of the pros and cons of purchasing this product.
c. Would you like this delivered by ground or next-day air?
d. This may be the last product I have available, do you want it?
e. None of these reflect the legitimate choice technique.
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