Question 1

The right time to attempt to gain commitment is when a buyer appears ready,as evidenced by buying signals.

Accepted Answer

A) True 
 B)False

Question 2

If Joe's Safety Supply Inc.quotes an FOB destination price to a factory buying five hazardous waste disposal units,it indicates that:

Accepted Answer

A)  Joe's Safety Supply will pay all freight charges. 
B)  the factory will pay all freight charges. 
C)  the factory will assume complete responsibility for the units once they leave the Joe's Safety Supply loading dock. 
D)  Joe's Safety Supply and the factory will split all shipping charges. 
E)  the factory will pay for any damage caused to the units while shipping. 
A)  Joe's Safety Supply will pay all freight charges. 
B)  the factory will pay all freight charges. 
C)  the factory will assume complete responsibility for the units once they leave the Joe's Safety Supply loading dock. 
D)  Joe's Safety Supply and the factory will split all shipping charges. 
E)  the factory will pay for any damage caused to the units while shipping.

Question 3

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

Accepted Answer

A)  Aggressive 
B)  Assertive 
C)  Empathetic 
D)  Confident 
E)  Determined 
A)  Aggressive 
B)  Assertive 
C)  Empathetic 
D)  Confident 
E)  Determined

Question 4

Just as the salesperson was ready to ask for a commitment from a purchasing agent,the agent said,"I will need a 10 percent discount for an order this large." What is the term used for this sort of a condition?

Accepted Answer

The purchasing agent

Question 5

Describe assertive salespeople.

Accepted Answer

Assertive salespeople are self-confident

Question 6

As Rhonda discussed Sean's upcoming vacation plans with him,she said,"I know it is a big decision for you,and you want to be sure that the Great America Adventure Tour that you have opted for is the right decision for you.Why don't we list the pros and cons? On the positive side,the tour will allow you to see a unique side of the country.Now,what do you see on the negative side?" This is a partial example of the _____ method of obtaining commitment.

Accepted Answer

A)  balance sheet 
B)  probing 
C)  assumptive 
D)  emotional close 
E)  benefit-in-reserve 
A)  balance sheet 
B)  probing 
C)  assumptive 
D)  emotional close 
E)  benefit-in-reserve

Question 7

Identify a true statement about closing techniques used in a major sale.

Accepted Answer

A)  Salespeople are advised to concentrate on closing orders rather than on developing relationships with customers. 
B)  Reliance on closing techniques instead of engaging in identifying needs and providing solutions reduces the chances of making a sale. 
C)  A high-pressure close is necessary when the salesperson has done a good job throughout the process of obtaining commitment. 
D)  An emphasis on getting the sale no matter what raises the possibility of getting a commitment. 
E)  Closing receives very little emphasis in sales training. 
A)  Salespeople are advised to concentrate on closing orders rather than on developing relationships with customers. 
B)  Reliance on closing techniques instead of engaging in identifying needs and providing solutions reduces the chances of making a sale. 
C)  A high-pressure close is necessary when the salesperson has done a good job throughout the process of obtaining commitment. 
D)  An emphasis on getting the sale no matter what raises the possibility of getting a commitment. 
E)  Closing receives very little emphasis in sales training.

Question 8

Goodwill is never built by wasting the buyer's time after the business is concluded.

Accepted Answer

A) True 
 B)False

Question 9

"I don't understand why you're afraid to commit to this new ad program," said Barry,a sales representative of a popular radio station,to the marketing manager of a large retail store."Our radio station is offering you a chance to be heard around the clock and all over town.If you sign today,we can have your ad on air starting the day after tomorrow.No other radio station offers such an extensive advertising service.So,would you prefer your ad being broadcast every 60 minutes or every 30 minutes?" In this scenario,Barry would be classified as a(n)_____ salesperson.

Accepted Answer

A)  aggressive 
B)  empathetic 
C)  unassertive 
D)  passive 
E)  submissive 
A)  aggressive 
B)  empathetic 
C)  unassertive 
D)  passive 
E)  submissive

Question 10

What is typically the last element of any deal to be presented and discussed?

Accepted Answer

Price is typically t

Question 11

Identify the traditional closing method based on self-perception theory in which the buyer begins to perceive himself or herself as being agreeable.

Accepted Answer

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

Question 12

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

Accepted Answer

Cumulative and single-order di

Question 13

A salesperson asks,"Would you like me to place an order for your distribution center today?" In this scenario,he is using the _____ closing method.

Accepted Answer

A)  benefit summary 
B)  direct request 
C)  balance sheet 
D)  assumptive 
E)  alternative choice 
A)  benefit summary 
B)  direct request 
C)  balance sheet 
D)  assumptive 
E)  alternative choice

Question 14

Assertive salespeople attempt to create new needs in customers through persuasion.

Accepted Answer

A) True 
 B)False

Question 15

Salespeople should never apologize for the price they present.

Accepted Answer

A) True 
 B)False

Question 16

A prospective buyer says,"This is a great product you're selling.I don't know why someone didn't come up with this product years ago." In this scenario,the salesperson is most likely to perceive these comments as:

Accepted Answer

A)  closing flags. 
B)  buying signals. 
C)  closing links. 
D)  spiffs. 
E)  purchase influencers. 
A)  closing flags. 
B)  buying signals. 
C)  closing links. 
D)  spiffs. 
E)  purchase influencers.

Question 17

Salespeople should rely solely on trial orders.

Accepted Answer

A) True 
 B)False

Question 18

How can a salesperson obtain commitment without being manipulative?

Accepted Answer

Several principles can be followed to ob

Question 19

Which of the following best exemplifies a buyer presenting his or her requirements?

Accepted Answer

A)  "We cannot order from your company unless you guarantee that we will receive a cash discount for orders larger than 100 units." 
B)  "Oh good,that cherry color matches the decor in our waiting room." 
C)  "I like the way your company responds to service requests." 
D)  "This software is much better than the one we are currently using.It will make processing customer data much easier." 
E)  "Oh,I like the way the equipment manufactured by your company is serviced." 
A)  "We cannot order from your company unless you guarantee that we will receive a cash discount for orders larger than 100 units." 
B)  "Oh good,that cherry color matches the decor in our waiting room." 
C)  "I like the way your company responds to service requests." 
D)  "This software is much better than the one we are currently using.It will make processing customer data much easier." 
E)  "Oh,I like the way the equipment manufactured by your company is serviced."

Question 20

The Ben Franklin method of closing a sale is used to list only the advantages of the product or service,not the disadvantages.

Accepted Answer

A) True 
 B)False

The right time to attempt to gain commitment is when a buyer appears ready,as evidenced by buying signals.

If Joe's Safety Supply Inc.quotes an FOB destination price to a factory buying five hazardous waste disposal units,it indicates that:

_____ salespeople control a 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 from a purchasing agent,the agent said,"I will need a 10 percent discount for an order this large." What is the term used for this sort of a condition?

Describe assertive salespeople.

Identify a true statement about closing techniques used in a major sale.

Goodwill is never built by wasting the buyer's time after the business is concluded.

What is typically the last element of any deal to be presented and discussed?

Identify the traditional closing method based on self-perception theory in which the buyer begins to perceive himself or herself as being agreeable.

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

A salesperson asks,"Would you like me to place an order for your distribution center today?" In this scenario,he is using the _____ closing method.

Assertive salespeople attempt to create new needs in customers through persuasion.

Salespeople should never apologize for the price they present.

A prospective buyer says,"This is a great product you're selling.I don't know why someone didn't come up with this product years ago." In this scenario,the salesperson is most likely to perceive these comments as:

Salespeople should rely solely on trial orders.

How can a salesperson obtain commitment without being manipulative?

Which of the following best exemplifies a buyer presenting his or her requirements?

The Ben Franklin method of closing a sale is used to list only the advantages of the product or service,not the disadvantages.

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

The right time to attempt to gain commitment is when a buyer appears ready,as evidenced by buying signals.

If Joe's Safety Supply Inc.quotes an FOB destination price to a factory buying five hazardous waste disposal units,it indicates that:

_____ salespeople control a 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 from a purchasing agent,the agent said,"I will need a 10 percent discount for an order this large." What is the term used for this sort of a condition?

Describe assertive salespeople.

Identify a true statement about closing techniques used in a major sale.

Goodwill is never built by wasting the buyer's time after the business is concluded.

What is typically the last element of any deal to be presented and discussed?

Identify the traditional closing method based on self-perception theory in which the buyer begins to perceive himself or herself as being agreeable.

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

A salesperson asks,"Would you like me to place an order for your distribution center today?" In this scenario,he is using the _____ closing method.

Assertive salespeople attempt to create new needs in customers through persuasion.

Salespeople should never apologize for the price they present.

A prospective buyer says,"This is a great product you're selling.I don't know why someone didn't come up with this product years ago." In this scenario,the salesperson is most likely to perceive these comments as:

Salespeople should rely solely on trial orders.

How can a salesperson obtain commitment without being manipulative?

Which of the following best exemplifies a buyer presenting his or her requirements?

The Ben Franklin method of closing a sale is used to list only the advantages of the product or service,not the disadvantages.

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