Question 1

Describe submissive salespeople.

Accepted Answer

Submissive salespeople often excel as so

Question 2

One psychological moment governs the complete success or failure of a sales presentation.

Accepted Answer

A) True 
 B)False

Question 3

A trial order is no commitment.

Accepted Answer

A) True 
 B)False

Question 4

Which of the following statements is true of creative salespeople?

Accepted Answer

A)  They understand the terms and conditions they have to work with. 
B)  They prejudge customers' needs and fail to probe for information. 
C)  They spend a lot of time talking about families,restaurants,and movies. 
D)  They aggressively create new "needs" in customers through persuasion. 
E)  They control a sales interaction but often fail to gain commitment. 
A)  They understand the terms and conditions they have to work with. 
B)  They prejudge customers' needs and fail to probe for information. 
C)  They spend a lot of time talking about families,restaurants,and movies. 
D)  They aggressively create new "needs" in customers through persuasion. 
E)  They control a sales interaction but often fail to gain commitment.

Question 5

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

Accepted Answer

A)  Impersonal 
B)  Apathetic 
C)  Submissive 
D)  Assertive 
E)  Aggressive 
A)  Impersonal 
B)  Apathetic 
C)  Submissive 
D)  Assertive 
E)  Aggressive

Question 6

Which of the following statements is true of shipping costs?

Accepted Answer

A)  "FOB installed" indicates that the title and responsibility are transferred before an equipment is installed and used for operation. 
B)  FOB origin is also referred to as FOB installed. 
C)  The terms and conditions of a sale exclude shipping costs involved in transporting the goods. 
D)  Shipping costs are solely borne by the seller. 
E)  FOB destination means the buyer will take responsibility for goods once they reach the buyer's location and the seller will pay the freight. 
A)  "FOB installed" indicates that the title and responsibility are transferred before an equipment is installed and used for operation. 
B)  FOB origin is also referred to as FOB installed. 
C)  The terms and conditions of a sale exclude shipping costs involved in transporting the goods. 
D)  Shipping costs are solely borne by the seller. 
E)  FOB destination means the buyer will take responsibility for goods once they reach the buyer's location and the seller will pay the freight.

Question 7

A probing method of obtaining commitment utilizes a series of questions to discover the reason behind a buyer's hesitation.

Accepted Answer

A) True 
 B)False

Question 8

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

Accepted Answer

A) True 
 B)False

Question 9

Connor,the owner of a start-up,has studied his competitor's offerings,the value delivered by his company's products,and the cost of providing the product to customers.Based on this research,he has set the prices for his products.Because of this,Connor should:

Accepted Answer

A)  never apologize for the price he quotes. 
B)  focus solely on price throughout his presentation. 
C)  remember that price is the only concern for customers. 
D)  aggressively discount list prices to ensure customer satisfaction. 
E)  not hesitate in overcharging his customers. 
A)  never apologize for the price he quotes. 
B)  focus solely on price throughout his presentation. 
C)  remember that price is the only concern for customers. 
D)  aggressively discount list prices to ensure customer satisfaction. 
E)  not hesitate in overcharging his customers.

Question 10

Kristy visited a car showroom as she wanted to buy a new car.While she was looking at a new range of compact luxury sport sedans on display,Edward,the salesperson,asked Kristy,"Which one do you like,the red one or the black?" "Black," she replied."Great,I will write it up!" responded Edward.Kristy was upset as she felt that she was being tricked into making a commitment.Which of the following traditional closing methods was used by Edward in this scenario?

Accepted Answer

A)  The assumptive close 
B)  The minor-point close 
C)  The benefit-in-reserve close 
D)  The emotional close 
E)  The standing-room-only close 
A)  The assumptive close 
B)  The minor-point close 
C)  The benefit-in-reserve close 
D)  The emotional close 
E)  The standing-room-only close

Question 11

Betty agreed to purchase a new CT scanner for her hospital under the terms of free on board (FOB)installed.Identify the terms and conditions of this sale.

Accepted Answer

A)  The title and the responsibility of the scanner will not transfer until the equipment is fixed and operating properly. 
B)  The responsibility of the scanner will be with Betty once it is shipped. 
C)  The scanner will be shipped for free,but its installation will be charged to Betty. 
D)  Betty will have to assume responsibility for both the scanner and its shipping costs. 
E)  Betty will have to pay half of the shipping and installation charges. 
A)  The title and the responsibility of the scanner will not transfer until the equipment is fixed and operating properly. 
B)  The responsibility of the scanner will be with Betty once it is shipped. 
C)  The scanner will be shipped for free,but its installation will be charged to Betty. 
D)  Betty will have to assume responsibility for both the scanner and its shipping costs. 
E)  Betty will have to pay half of the shipping and installation charges.

Question 12

After Sebastian purchased the HEPA vacuum cleaner for $819,he became worried that he could have gotten a vacuum cleaner just as good for less money if he had continued searching.Identify the term that best describes Sebastian's feeling of anxiousness.

Accepted Answer

Buyer's remorse or p

Question 13

The balance sheet method of obtaining commitment will never insult a buyer's intelligence.

Accepted Answer

A) True 
 B)False

Question 14

The _____ method of closing a sale attempts to bring to the table all issues of concern to the prospect but does not claim to be able to resolve the issues.

Accepted Answer

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

Question 15

The most common type of discount is the quantity discount.

Accepted Answer

A) True 
 B)False

Question 16

John,a sales rep of a pharmaceutical company,begins to fill out the order form as Mathew,a medical practitioner at St.Gregory's Medical Center,answers questions about the stock of medicines in the hospital.Which of the following traditional closing methods is being used by John in this scenario?

Accepted Answer

A)  The emotional close 
B)  The minor-point close 
C)  The benefit-in-reserve close 
D)  The standing-room-only close 
E)  The assumptive close 
A)  The emotional close 
B)  The minor-point close 
C)  The benefit-in-reserve close 
D)  The standing-room-only close 
E)  The assumptive close

Question 17

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

Accepted Answer

A) True 
 B)False

Question 18

Which of the following statements is true of obtaining commitment from a buyer?

Accepted Answer

A)  Even without a buyer's commitment,a sale can take place. 
B)  Obtaining commitment deals only with securing an order. 
C)  The process of obtaining commitment occurs only toward the end of any sales call. 
D)  If obtaining commitment fails for any reason,the salesperson should argue or show his disappointment to the prospect. 
E)  Salespeople gain commitment repeatedly,for instance,when checking to see whether a customer's entire needs have been identified. 
A)  Even without a buyer's commitment,a sale can take place. 
B)  Obtaining commitment deals only with securing an order. 
C)  The process of obtaining commitment occurs only toward the end of any sales call. 
D)  If obtaining commitment fails for any reason,the salesperson should argue or show his disappointment to the prospect. 
E)  Salespeople gain commitment repeatedly,for instance,when checking to see whether a customer's entire needs have been identified.

Question 19

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

Accepted Answer

There are four reasons for salespeople t

Question 20

A customer has agreed to buy a multimillion-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?

Accepted Answer

Tara needs to remember the following poi

Describe submissive salespeople.

One psychological moment governs the complete success or failure of a sales presentation.

A trial order is no commitment.

Which of the following statements is true of creative salespeople?

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

Which of the following statements is true of shipping costs?

A probing method of obtaining commitment utilizes a series of questions to discover the reason behind a buyer's hesitation.

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

Connor,the owner of a start-up,has studied his competitor's offerings,the value delivered by his company's products,and the cost of providing the product to customers.Based on this research,he has set the prices for his products.Because of this,Connor should:

Betty agreed to purchase a new CT scanner for her hospital under the terms of free on board (FOB)installed.Identify the terms and conditions of this sale.

After Sebastian purchased the HEPA vacuum cleaner for $819,he became worried that he could have gotten a vacuum cleaner just as good for less money if he had continued searching.Identify the term that best describes Sebastian's feeling of anxiousness.

The balance sheet method of obtaining commitment will never insult a buyer's intelligence.

The _____ method of closing a sale attempts to bring to the table all issues of concern to the prospect but does not claim to be able to resolve the issues.

The most common type of discount is the quantity discount.

John,a sales rep of a pharmaceutical company,begins to fill out the order form as Mathew,a medical practitioner at St.Gregory's Medical Center,answers questions about the stock of medicines in the hospital.Which of the following traditional closing methods is being used by John in this scenario?

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

Which of the following statements is true of obtaining commitment from a buyer?

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

A customer has agreed to buy a multimillion-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?

Selling and Salespeople

Ethical and Legal Issues in Selling

Buying Behavior and the Buying Process

Using Communication Principles to Build Relationships

Adaptive Selling for Relationship Building

Prospecting

Planning the Sales Call

Making the Sales Call

Strengthening the Presentation

Responding to Objections

Formal Negotiating

Building Partnering Relationships

Building Long-Term Partnerships

Managing Your Time and Territory

Managing Within Your Company

Managing Your Career

Filters

Exam 11: Obtaining Commitment

Describe submissive salespeople.

One psychological moment governs the complete success or failure of a sales presentation.

A trial order is no commitment.

Which of the following statements is true of creative salespeople?

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

Which of the following statements is true of shipping costs?

A probing method of obtaining commitment utilizes a series of questions to discover the reason behind a buyer's hesitation.

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

Connor,the owner of a start-up,has studied his competitor's offerings,the value delivered by his company's products,and the cost of providing the product to customers.Based on this research,he has set the prices for his products.Because of this,Connor should:

Betty agreed to purchase a new CT scanner for her hospital under the terms of free on board (FOB)installed.Identify the terms and conditions of this sale.

After Sebastian purchased the HEPA vacuum cleaner for $819,he became worried that he could have gotten a vacuum cleaner just as good for less money if he had continued searching.Identify the term that best describes Sebastian's feeling of anxiousness.

The balance sheet method of obtaining commitment will never insult a buyer's intelligence.

The _____ method of closing a sale attempts to bring to the table all issues of concern to the prospect but does not claim to be able to resolve the issues.

The most common type of discount is the quantity discount.

John,a sales rep of a pharmaceutical company,begins to fill out the order form as Mathew,a medical practitioner at St.Gregory's Medical Center,answers questions about the stock of medicines in the hospital.Which of the following traditional closing methods is being used by John in this scenario?

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

Which of the following statements is true of obtaining commitment from a buyer?

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

A customer has agreed to buy a multimillion-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?

Selling and Salespeople

Ethical and Legal Issues in Selling

Buying Behavior and the Buying Process

Using Communication Principles to Build Relationships

Adaptive Selling for Relationship Building

Prospecting

Planning the Sales Call

Making the Sales Call

Strengthening the Presentation

Responding to Objections

Formal Negotiating

Building Partnering Relationships

Building Long-Term Partnerships

Managing Your Time and Territory

Managing Within Your Company

Managing Your Career

Filters