Exam 11: Obtaining Commitment

Haley,a sales manager at Aesthetic Krafts Company,manages the sales of office furniture for corporate companies.Recently,she presented two varieties of glass and mahogany desks to Jackson Realty Company's office managers.She did not want to overwhelm her customers with a wide range of varieties and designs.Identify the method of obtaining commitment used by Haley in this scenario.

Peter is the marketing manager of Alcafossil Watches Co.The company has introduced a new line of smartwatches into the market,and Peter is responsible for securing commitment from clients.Throughout the sales presentation,he asks questions like,"How does this sound to you so far?" In this scenario,Peter is using _____ to assess the pulse of the situation.

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.

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

Which of the following statements about obtaining commitment is FALSE?

The owner of Molly's Gift Shop ordered a brass sculpture from The Brass Baron,a distributor of gardening equipment.The invoice she received on March 19 from The Brass Baron read,"2/15,n/30." If she pays the invoice on April 10:

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.

A buyer's comments are often the best indication that he or she is considering commitment.When the buyer 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 statement as a _____ statement.

Jessica has been answering the buyer's questions throughout her sales presentation and receiving positive signals from the buyer.When she gets to the final close,Jessica should:

Which of the following best exemplifies a prospect offering his or her own benefit statement?

Which of the following statements is true of submissive salespeople?

In the context of credit terms,2/10,n/30 indicates a discount of two-tenths from a bill if it is paid within 30 days.

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

As Warren concluded his meeting with Christina,he said,"Congratulations,I know you're going to be glad you decided to use our service.There is no finer service available in New York City.Now let us make sure we get off to a great start! I will be here next Thursday to begin work." The immediate purpose of this dialogue was to:

Obtaining commitment is important in moving a sales account through the relationship process.

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

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

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

Discuss an advantage of the benefit summary method over the direct request method.

Why is free on board (FOB)installed an important term for sellers as well as buyers?