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Test How to handle objections and resistance in a constructive way
Agenda
QUESTION 1: What is an objection according to the text?
Confirmation of full agreement
A resistance or questioning of an idea, proposal or offer
A guaranteed sales strategy
A simple lack of politeness
QUESTION 2: What is the recommended initial approach to handling an objection?
Immediately contradict with facts
Show empathy and use open-ended questions
Ignore concern
Push for quick closure
QUESTION 3: Which of the following is a category of objections described?
Financial objections only
Government logistical objections
Cognitive objections based on facts
Ceremonial protocol objections
4th QUESTION: What purpose does a well-managed objection serve?
Transforming into an opportunity to understand, clarify and strengthen the proposal
Weakening the relationship
Increasing defensiveness of the other party
Adding unnecessary complexity
QUESTION 5: When faced with the objection "this product is too expensive", what does the text propose?
Responding with empathy and explaining long-term value and savings
Comparing the customer to others who do buy
Increase price to demonstrate quality
Change the subject to avoid conflict
QUESTION 6: What do lack of interest objections often reveal?
A lack of formal education
Deeper cognitive or emotional objection
A preference for silence
A momentary distraction
7TH QUESTION: What open-ended question does the text suggest when faced with "this project involves too much workload"?
Don't you think you are overreacting?
Do you mind if we drop the subject?
What aspect of the project concerns you the most?
When will you finish without fail?
QUESTION 8: If the concern is valid and objective, what action does the text recommend?
Denying the problem to keep up the pace
Acknowledge it and offer alternatives such as extending deadlines or reallocating resources
Insisting on the original plan without change
Blaming the other for the situation
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