Question 33 (1 point) Objections are problems that the prospect has with your product/service, and when stating an objection, what the prospect is actually doing is letting you know that: a) there's a genuine concern with your product/service b) they need more information before they can buy c) there's been a misunderstanding in the information they've received so far d) all of the above e) none of the above Question 35 (1 point) When a screener asks, "what's this in reference to?" as an ISR you should a) insist that "it's a business matter, would you please tell him I'm on hold" b) pretend you're responding to a message that was left for you. c) avoid giving any information at all, and say you'll call back later (because the screener can't buy from me) d) answer with a persuasive message that offers potential value that the screener could deliver to his/her boss. Question 36 (1 point) Pacific West Insurance Corporation provides group dental & medical plans for corporations. When calling upon prospects, the primary objective is to: a) take the opportunity to solicit a referral b) identify an immediate need and implement a dental & medical plan c) get a commitment that the prospect will keep your business card on file d) gather and record information on that particular prospect's industry. Question 41 (1 point) "If we can supply you with stress hand balls in blue and red, with your company lo. on it, can you think of any reason why we shouldn't talk again next Thursday to discuss the quantity, you'll need? The above represents: a) an alternate choice close b) getting an act of commitment c) a minor point close d) A direct close