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Exam 11: Obtaining Commitment

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Question 61

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What are the two types of quantity discounts offered by businesses?

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Question 62

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Because of the higher level of involvement Anson gains as an assertive salesperson, he can assume his buyers will remember all the major points discussed in the presentation.

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Question 63

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_____ salespeople are self-confident and positive; they maintain the proper perspective by being responsive to customer needs.

_____ salespeople control the sales interaction but often do not gain commitment because they prejudge the customer's needs and fail to probe for information.

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

2/10, n30 means two-tenths off if paid within 30 days.

"Would you like me to send an order to your distribution center today?" said the salesperson using the _____ closing method.

A trial order will not necessarily lead to a larger commitment.

The process of obtaining commitment always occurs at the end of any sales call.

Which of the following is an example of a salesperson who has obtained commitment?

Haley sells office furniture. In closing the sale to Jackson Realty Company, she asked the company's office manager, "Shall I order you five chrome and glass desks or five of the mahogany desks?" Which closing method was Haley apparently using?

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.

In most sales presentations, there is one psychological moment that affords the best opportunity to make a sale. If it is missed, gaining prospect commitment will be difficult, if not impossible.

Buyer's comments are often the best indications that he or she is considering commitment. Which of the following is the best example of buyer offering their own requirement statement?

In "Did I miss the Close?" Steve Schlesinger describes the sales negotiation process as wanting this relationship to feel good for both sides.

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 May 3?