FiltersDone

Question type

Essay

Multiple Choice

Short Answer

True False

Matching

Exam 11: Obtaining Commitment

Show Answer

Share

---

All types

Filters

Study FlashcardsPractice ExamLearn

Question 41

Multiple Choice

Review LaterAdd Note

Review Later

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

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.

Correct Answer

verified

Show Answer

Question 42

Multiple Choice

Review LaterAdd Note

Review Later

Arnette's nonverbal behavior suggests she is about ready to accept the offer to do business with Monrovia Nursery Company. These nonverbal cues can also be called:

A) closing flags
B) buying signals
C) closing links
D) commitment gatekeepers
E) purchase influencers

Correct Answer

verified

Show Answer

Question 43

Multiple Choice

Review LaterAdd Note

The owner of Scott's Hardware will receive a discount of 15 percent if she orders 12 or more Mandarin bird feeders from Arundale Products. If fewer than 12 bird feeders are ordered, she will not receive the _____ discount.

What method is used to learn why a prospect is hesitant to make a commitment?

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.

Buyer's comments are often the best indications that he or she is considering commitment. When the prospect says, "This is a great product you're selling. I don't know why someone didn't come up with this idea years ago," the salesperson should categorize this buyer statement as a _____ statement.

Give three reasons why salespeople need to become proficient in obtaining commitment.

If Monrovia Nursery Company quotes an FOB origin price to a plant retailer, it means that the:

Is a salesperson's job done when they get customer commitment? What should the salesperson do next?

Once the buyer has said, "Yes," the salesperson needs to:

Donna is attempting to close a sale. She takes out a piece of paper and outlines the benefits of adopting her product versus the benefits of staying with the product the prospect is currently using. What approach is Donna taking?

Most sales take only one call to complete.

Which of the following statements about obtaining commitment is FALSE?

Which of the traditional closing methods is based on getting the buyer perceiving himself or herself as an "agreeable" person?

David has done his job well, presenting the product, showing how it meets the needs of his customer, and handling all questions and objections. David:

Wesley has just obtained a small order from a buyer who will see if his product will work. What has Wesley obtained?

Todd Pollock states in the opening profile, one of the difficulties of inside sales is your performance is not quantifiable.

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

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.

The customer has agreed to buy a multi-million dollar oil well drilling platform from Tara's company. As the salesperson what three important points does she need to remember as she gets her buyer to sign on the dotted line and formalize his commitment to buy?