
Lesson 14.2 Overcoming Objections
Authored by Lydia Herring
Business
11th Grade
Used 4+ times

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1.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
Distinguish objections from excuses. What is the difference between an objection and an excuse?
An objection is a genuine concern or reason, while an excuse is a false or evasive reason.
An objection is always false, while an excuse is always true.
Objections and excuses mean the same thing.
An excuse is a genuine concern, while an objection is a false reason.
2.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
Explain the five buying decisions on which common objections are based.
Product, Price, Place, Promotion, People
Need, Product, Source, Price, Time
Awareness, Interest, Desire, Action, Satisfaction
Quality, Quantity, Service, Delivery, Warranty
3.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
Demonstrate the general four-step method for handling customer objections.
Listen, Acknowledge, Respond, Confirm
Ignore, Respond, Argue, Close
Interrupt, Explain, Defend, Sell
Deny, Justify, Persuade, End
4.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
What are objections in a sales context?
Reasons for buying a product
Concerns, hesitations, doubts, or other honest reasons a customer has for not making a purchase
Ways to promote a product
Methods to increase sales
5.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
Fill in the blank: Objections are positive because they let the salesperson share more ______ on the product.
information
money
pressure
competition
6.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
Which of the following is an example of an objection stated as an inquiry?
Do you carry other brands?
I am not interested.
I will come back later.
These shoes don’t fit me properly.
7.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
What are excuses in a sales context?
Reasons for buying a product
Reasons for not buying or not seeing the salesperson
Ways to promote a product
Honest feedback about the product
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