Question 1

Just as the salesperson was ready to ask for a commitment to buy from the purchasing agent, the agent asked, "I will be getting a ten percent discount for an order this large, won't I?" What is the term used for this sort of a condition?

Accepted Answer

a requirem...

Question 2

Which of the following statements about a trial order is true?

Accepted Answer

A)   salespeople who get a trial order have a real commitment from their buyer.
B)   Trial orders should not be permitted when selling traditional clothing in fashionable colors to department store buyers.
C)   Trial orders are unsuitable for a product that must be used to be appreciated like equipment for cleaning up oil spills.
D)   Often a buyer will agree to a trial order just to get rid of a salesperson.
E)   With a trial order, the buyer is committed to investing all the time needed to get the full benefit of the product or service purchased.

Question 3

Closing is defined as:

Accepted Answer

A)   a close harmonious relationship founded on mutual trust
B)   a specific statement by a seller outlining what the seller will provide and what is expected from the buyer
C)   a written proposal summarizing key points of a previous meeting
D)   asking a question to take the pulse of the situation
E)   asking for the buyer's business

Question 4

Why should a salesperson never apologize for a price he or she quotes a prospect?

Accepted Answer

Most firms set prices after careful stud...

Question 5

Why is it important for salespeople to become skilled in obtaining prospect commitment?

Accepted Answer

A)   It helps in need discovery.
B)   It helps in handling objections.
C)   It is intrinsically and extrinsically rewarding.
D)   It increases their need to take part in sales training.
E)   Skill in obtaining prospect commitment is important for all of the above reasons.

Question 6

After important decisions, buyers may feel a little insecure about whether the choice was a wise one. This insecurity is called:

Accepted Answer

A)   postpurchase dissonance
B)   regret at leisure
C)   prisoner's dilemma
D)   buyer's apology
E)   the inequity of choices

Question 7

What characterizes assertive salespeople?

Accepted Answer

they are s...

Question 8

A salesperson must uncover the reasons he or she was unable to obtain commitment.

Accepted Answer

A) True 
 B)False

Question 9

The _____ method of closing a sale attempts to bring to the table all issues of concern to the prospect--even though the salesperson may not be able to resolve all of them.

Accepted Answer

A)   alternative choice
B)   benefit summary
C)   direct request
D)   minor point
E)   probing

Question 10

Describe two situations in which the benefit summary method of obtaining commitment is most effective. Why?

Accepted Answer

The benefit summary method reminds the p...

Question 11

The decision to buy or not to buy should not focus on a signature.

Accepted Answer

A) True 
 B)False

Question 12

Death on Demand bookstore received an invoice dated May 2 from a publisher that read, "2/10, n30" and told the owner she owed a total of $600. How much should she pay if she pays the bill on June 1?

Accepted Answer

The answer of Death on Demand bookstore received an invoice...

Question 13

As they spoke, the sales rep from the medical supply company just pulled out his order pad and began writing up an initial order for Rashmi's nursing home facility. This sales rep appears to be using the _____ traditional closing method.

Accepted Answer

A)   direct request
B)   minor point
C)   direct action
D)   standing-room-only
E)   assumptive

Question 14

Rather than aggressively creating new needs in customers through persuasion, _____ salespeople prospect for customers who truly need their products.

Accepted Answer

A)   optimistic
B)   apathetic
C)   submissive
D)   assertive
E)   ambitious

Question 15

Which of the following statements is the best example of a trial close for a salesperson selling refrigerated display units to supermarkets?

Accepted Answer

A)   How does a savings of $30 per month on your refrigeration electricity bill sound?
B)   Are you interested in how the oversized coil works to keep food cold and eliminate defrosting?
C)   How does the ease of mobility of this unit compare with other refrigeration units you have seen?
D)   Do you think you'd be interested in buying the optional illumination signage that comes with our units?
E)   All of the above are examples of trial closes that could be used by a salesperson selling refrigerator display units to obtain buyer commitment.

Question 16

Part of being honest as a salesperson is being willing to show the disappointment you feel if a prospect does not commit to do business with you.

Accepted Answer

A) True 
 B)False

Question 17

After the salesperson obtains commitment, his or her job is over and other departments in the company take care of the rest of the sale.

Accepted Answer

A) True 
 B)False

Question 18

What does FOB mean? What are the differences among FOB origin, FOB destination, and FOB installed?

Accepted Answer

FOB means free on board. FOB origin mean...

Question 19

Benjamin is attempting to close a sale. He restates all the advantages of his product. What approach is he taking?

Accepted Answer

the benefi...

Question 20

What is the most straightforward and effective method for obtaining commitment from a prospect?

Accepted Answer

the direct...

Exam 12: Obtaining Commitment

What is the most straightforward and effective method for obtaining commitment from a prospect?

Correct Answerverifiedthe direct...View AnswerShow Answer

The _____ method of closing a sale attempts to bring to the table all issues of concern to the prospect--even though the salesperson may not be able to resolve all of them.

Correct AnswerverifiedShow Answer

Closing is defined as:

Correct AnswerverifiedShow Answer

The decision to buy or not to buy should not focus on a signature.

Correct AnswerverifiedShow Answer

A salesperson must uncover the reasons he or she was unable to obtain commitment.

Correct AnswerverifiedShow Answer

Which of the following statements about a trial order is true?

Correct AnswerverifiedShow Answer

Just as the salesperson was ready to ask for a commitment to buy from the purchasing agent, the agent asked, "I will be getting a ten percent discount for an order this large, won't I?" What is the term used for this sort of a condition?

Correct Answerverifieda requirem...View AnswerShow Answer

Benjamin is attempting to close a sale. He restates all the advantages of his product. What approach is he taking?

Correct Answerverifiedthe benefi...View AnswerShow Answer

Rather than aggressively creating new needs in customers through persuasion, _____ salespeople prospect for customers who truly need their products.

Correct AnswerverifiedShow Answer

What characterizes assertive salespeople?

Correct Answerverifiedthey are s...View AnswerShow Answer

After the salesperson obtains commitment, his or her job is over and other departments in the company take care of the rest of the sale.

Correct AnswerverifiedShow Answer

Why is it important for salespeople to become skilled in obtaining prospect commitment?

Correct AnswerverifiedShow Answer

Why should a salesperson never apologize for a price he or she quotes a prospect?

Correct AnswerverifiedMost firms set prices after careful stud...View AnswerShow Answer

What does FOB mean? What are the differences among FOB origin, FOB destination, and FOB installed?

Correct AnswerverifiedFOB means free on board. FOB origin mean...View AnswerShow Answer

Describe two situations in which the benefit summary method of obtaining commitment is most effective. Why?

Correct AnswerverifiedThe benefit summary method reminds the p...View AnswerShow Answer

Which of the following statements is the best example of a trial close for a salesperson selling refrigerated display units to supermarkets?

Correct AnswerverifiedShow Answer

Death on Demand bookstore received an invoice dated May 2 from a publisher that read, "2/10, n30" and told the owner she owed a total of $600. How much should she pay if she pays the bill on June 1?

Correct AnswerverifiedShow Answer

Part of being honest as a salesperson is being willing to show the disappointment you feel if a prospect does not commit to do business with you.

Correct AnswerverifiedShow Answer

After important decisions, buyers may feel a little insecure about whether the choice was a wise one. This insecurity is called:

Correct AnswerverifiedShow Answer

As they spoke, the sales rep from the medical supply company just pulled out his order pad and began writing up an initial order for Rashmi's nursing home facility. This sales rep appears to be using the _____ traditional closing method.

Correct AnswerverifiedShow Answer

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the direct...
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a requirem...
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the benefi...
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they are s...
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Most firms set prices after careful stud...
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Correct Answer
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FOB means free on board. FOB origin mean...
View Answer

Correct Answer
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The benefit summary method reminds the p...
View Answer

Correct Answer
verified

Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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