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Exam 11: Obtaining Commitment

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Question 21

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

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Most firms set prices after careful stud...

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Question 22

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How can a salesperson obtain commitment without being manipulative?

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Several principles can be followed in or...

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Question 23

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

Just as the salesperson was ready to ask for a commitment to buy from the purchasing agent,the agent asked,"I will need a ten percent discount for an order this large." What is the term used for this sort of a condition?

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

Seldom does one psychological moment govern the complete success or failure of a sales presentation.

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

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

A salesperson must uncover the reasons behind his or her inability to obtain commitment.

Which of the following statements about the probing method of obtaining commitment is FALSE?

As Rick attempted to obtain commitment from his prospect,he said,"You stated in your previous visit that you were looking for a product that would be low cost,yet also provide long life.As I've mentioned in our previous presentations,our product has the lowest price in its class.And,according to industry reports,our product lasts 20 percent longer than our major competitors." This is an example of the:

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

The sales rep from the medical supply company began writing an initial order for Karen's nursing home while he was enquiring about the required supplies they would need.This sales rep appears to be using the _____ traditional closing method.

What method of commitment is the salesperson using when he asks the prospect,"How does my company's system for monitoring refrigeration leaks sound to you?"

When closing a sale,there should be no surprises for the buyer.

The most straightforward,effective method of obtaining commitment is the benefit summary method.

A customer has agreed to buy a multi-million dollar oil well drilling platform from Tara's company.As a salesperson,what are the three important points that Tara needs to remember as she gets her buyer to sign on the form and formalize his commitment to buy?

If Louis,a salesperson,appears overly excited when he senses his prospects are about to commit,they may interpret his reactions as nonverbal cues indicating he is dishonest.

If Mary's Nursery Company quotes an FOB origin price to a buyer in Delaware,it means the buyer will pay the shipping costs.

What is the term used for a remark such as,"We can make quick use of your software to improve our inventory management?"