All of the following are approaches a salesperson could take to handling objections except _____.

All of the following are approaches a salesperson could take to handling objections except _____.
 a. concede to some parts of the objection
  b. dispute the objection
  c. address the objection later in the presentation
  d. use humor to relieve tension about the objection
  e. return to the SPIN method

Question 2

When a salesperson disputes a doubt raised by the customer and offers solid reasons for the dispute, the salesperson is in the _____ phase of personal selling.
 a. close
  b. approach
  c. handling objections
  d. prospecting
  e. preapproach

Question 3

In a sales presentation, Jerry asks the prospect, How much would you save if our company could help you reduce errors by 75? Jerry is using a _____ question in the SPIN method.
 a. situation questions
  b. problem questions
  c. implication questions
  d. need-payoff questions
  e. financing questions

Question 4

In a sales presentation, Jerry asks the prospect, How does this problem affect your firm's return on investment (ROI)? Jerry is using a _____ question in the SPIN method.
 a. situation questions
  b. problem questions
  c. implication questions
  d. need-payoff questions
  e. financing questions

Question 5

In a sales presentation, Jerry asks the prospect, What parts of the system create errors? Jerry is using a _____ question in the SPIN method.
 a. situation questions
  b. problem questions
  c. implication questions
  d. need-payoff questions
  e. financing questions

Question 6

In a sales presentation, Jerry asks the prospect, What software application are you using to create invoices for your customers? Jerry is using a _____ question in the SPIN method.
 a. situation questions
  b. problem questions
  c. implication questions
  d. need-payoff questions
  e. financing questions

Question 7

Which step requires the salesperson to arrange a meeting with the prospective customer and to acquire more specific about him or her and his or her business needs?
 a. approach
  b. prospecting
  c. qualifying
  d. preapproach
  e. handling objections

Question 8

______ is an approach to handling objections that focuses on the relative position of dominance, deference, or equality that buyers and sellers put themselves in as a result of dialog between the two.
 a. The SPIN method
  b. Technical selling
  c. Relational communications
  d. Empathy
  e. Deference

Question 9

Specific characteristics of high-performers include
 a. depth of knowledge.
  b. breadth of knowledge.
  c. adaptability.
  d. extended focus.
  e. All of these are correct.

Question 10

What is a characteristic of the customer's buying task that can impact salesperson effectiveness?
 a. knowledge of alternatives
  b. analytical skills
  c. relative power
  d. anticipation of future interaction
  e. influence bases