Question 1

Even without a buyer's commitment,sale can take place.

Accepted Answer

A) True 
 B)False

Question 2

Harold asks his prospects several questions to understand the reasons for their hesitation in buying his product.He tries to identify all the issues and tries to solve them immediately.From this scenario,it is evident that he uses the _____ method of obtaining commitment.

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 3

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

Accepted Answer

The salesperson is u

Question 4

The owner of a pet store ordered $200 worth of bird feed from Cadmia Avicultural Research Inc.The invoice dated October 18 that was sent to the store owner mentioned "3/10,EOM." This detail indicates that if the store owner pays the bill on November 2:

Accepted Answer

A)  the price will increase by 3 percent. 
B)  he will get a 3 percent discount. 
C)  he will get a 10 percent discount. 
D)  the price will be tripled. 
E)  he will get no discount. 
A)  the price will increase by 3 percent. 
B)  he will get a 3 percent discount. 
C)  he will get a 10 percent discount. 
D)  the price will be tripled. 
E)  he will get no discount.

Question 5

Candace enjoys meeting potential buyers.They always have a nice time discussing the products she represents.She assumes that since the prospect will buy when he or she is ready,there is no need for her to be pushy.She never tries to obtain commitment from the buyer because of her fear of rejection.Candace is a(n)_____ salesperson.

Accepted Answer

A)  introversive 
B)  submissive 
C)  assertive 
D)  apathetic 
E)  aggressive 
A)  introversive 
B)  submissive 
C)  assertive 
D)  apathetic 
E)  aggressive

Question 6

Which of the following is a reason why salespeople fail to obtain commitment?

Accepted Answer

A)  Fear of asking 
B)  Displaying unwarranted excitement 
C)  Poor presentation 
D)  Speaking more than listening 
E)  All of these 
A)  Fear of asking 
B)  Displaying unwarranted excitement 
C)  Poor presentation 
D)  Speaking more than listening 
E)  All of these

Question 7

If Berylia Nursery Company quotes an FOB origin price to a plant retailer,it indicates that:

Accepted Answer

A)  the retailer will be reimbursed for all plants that die in transit. 
B)  Berylia will pay all shipping costs. 
C)  the plant retailer will pay all shipping costs. 
D)  Berylia and the plant retailer will split the shipping costs. 
E)  Berylia will take complete responsibility for the product until it reaches the plant retailer. 
A)  the retailer will be reimbursed for all plants that die in transit. 
B)  Berylia will pay all shipping costs. 
C)  the plant retailer will pay all shipping costs. 
D)  Berylia and the plant retailer will split the shipping costs. 
E)  Berylia will take complete responsibility for the product until it reaches the plant retailer.

Question 8

David has done his job well in presenting the product,showing how it meets the needs of his customer,and handling all questions and objections.David should:

Accepted Answer

A)  decrease the price if the buyer seems to be uninterested. 
B)  avoid follow-ups as it might push the buyer to buy. 
C)  not pressurize the customer into making a commitment. 
D)  ask the buyer to do him a favor and buy his product. 
E)  do or expect all of these. 
A)  decrease the price if the buyer seems to be uninterested. 
B)  avoid follow-ups as it might push the buyer to buy. 
C)  not pressurize the customer into making a commitment. 
D)  ask the buyer to do him a favor and buy his product. 
E)  do or expect all of these.

Question 9

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

Accepted Answer

A)  "How does a savings of $30 per month on your refrigeration electricity bill sound?" 
B)  "Are you interested in how the oversized coil works to keep food cold and eliminate frost?" 
C)  "How does the ease of mobility of this unit compare with that of other refrigeration units you have seen?" 
D)  "Do you think you'd be interested in buying the optional illumination signage that comes with our units?" 
E)  All of these are examples of trial closes that could be used by a salesperson selling refrigerator units to obtain buyer commitment. 
A)  "How does a savings of $30 per month on your refrigeration electricity bill sound?" 
B)  "Are you interested in how the oversized coil works to keep food cold and eliminate frost?" 
C)  "How does the ease of mobility of this unit compare with that of other refrigeration units you have seen?" 
D)  "Do you think you'd be interested in buying the optional illumination signage that comes with our units?" 
E)  All of these are examples of trial closes that could be used by a salesperson selling refrigerator units to obtain buyer commitment.

Question 10

After making a sale,the salesperson should avoid a follow-up,as the customer might get annoyed.

Accepted Answer

A) True 
 B)False

Question 11

Identify a true statement about trial orders.

Accepted Answer

A)  Salespeople who get trial orders have an actual commitment from their buyers. 
B)  Trial orders are automated orders for ordering parts and raw materials with specific delivery dates. 
C)  Trial orders are used to gain agreement on minor points of a sales procedure. 
D)  A trial order is no commitment,and all too often a buyer will agree to a trial just to get rid of the salesperson. 
E)  A buyer is committed to investing all the time needed to get the full benefit of the product or service purchased as a trial order. 
A)  Salespeople who get trial orders have an actual commitment from their buyers. 
B)  Trial orders are automated orders for ordering parts and raw materials with specific delivery dates. 
C)  Trial orders are used to gain agreement on minor points of a sales procedure. 
D)  A trial order is no commitment,and all too often a buyer will agree to a trial just to get rid of the salesperson. 
E)  A buyer is committed to investing all the time needed to get the full benefit of the product or service purchased as a trial order.

Question 12

Jeremy,a manager at Delsy Fashions Inc. ,was interested in the fabrics presented by Derick,a sales executive at Fabon Co.Jeremy had a natural smile and a relaxed forehead during Derick's presentation.These nonverbal indications by Jeremy are called:

Accepted Answer

A)  mirroring. 
B)  closing cues. 
C)  activity quotas. 
D)  nibbling. 
E)  style flexing. 
A)  mirroring. 
B)  closing cues. 
C)  activity quotas. 
D)  nibbling. 
E)  style flexing.

Question 13

What are the negative consequences of the traditional emphasis on getting the sale no matter what?

Accepted Answer

The traditional emphasis on ge

Question 14

Describe two situations in which the benefit summary method of obtaining commitment is most effective.

Accepted Answer

The benefit summary method reminds the p

Question 15

What is meant by the credit term "2/10,n/30"?

Accepted Answer

A common cash discount is 2/10,n/30,whic

Question 16

How should salespeople bring a sales call to a close?

Accepted Answer

Most sales take several calls to complet

Question 17

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

Accepted Answer

A)  The salesperson should begin by asking directly for a commitment. 
B)  The rep asks a series of questions designed to discover the reason for hesitation. 
C)  The method is especially effective with Japanese and Arab business prospects. 
D)  This method attempts to bring all pertinent issues into the open. 
E)  After successfully dealing with the prospect's concerns,the sales rep should seek commitment. 
A)  The salesperson should begin by asking directly for a commitment. 
B)  The rep asks a series of questions designed to discover the reason for hesitation. 
C)  The method is especially effective with Japanese and Arab business prospects. 
D)  This method attempts to bring all pertinent issues into the open. 
E)  After successfully dealing with the prospect's concerns,the sales rep should seek commitment.

Question 18

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

Accepted Answer

A) True 
 B)False

Question 19

Because most salespeople ask closing questions,the final close is a natural part of the ongoing dialogue.

Accepted Answer

A) True 
 B)False

Question 20

Partnering methods of obtaining commitment are designed to reduce or eliminate choice.

Accepted Answer

A) True 
 B)False

Even without a buyer's commitment,sale can take place.

Harold asks his prospects several questions to understand the reasons for their hesitation in buying his product.He tries to identify all the issues and tries to solve them immediately.From this scenario,it is evident that he uses the _____ method of obtaining commitment.

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

The owner of a pet store ordered $200 worth of bird feed from Cadmia Avicultural Research Inc.The invoice dated October 18 that was sent to the store owner mentioned "3/10,EOM." This detail indicates that if the store owner pays the bill on November 2:

Which of the following is a reason why salespeople fail to obtain commitment?

If Berylia Nursery Company quotes an FOB origin price to a plant retailer,it indicates that:

David has done his job well in presenting the product,showing how it meets the needs of his customer,and handling all questions and objections.David should:

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

After making a sale,the salesperson should avoid a follow-up,as the customer might get annoyed.

Identify a true statement about trial orders.

Jeremy,a manager at Delsy Fashions Inc. ,was interested in the fabrics presented by Derick,a sales executive at Fabon Co.Jeremy had a natural smile and a relaxed forehead during Derick's presentation.These nonverbal indications by Jeremy are called:

What are the negative consequences of the traditional emphasis on getting the sale no matter what?

Describe two situations in which the benefit summary method of obtaining commitment is most effective.

What is meant by the credit term "2/10,n/30"?

How should salespeople bring a sales call to a close?

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

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

Because most salespeople ask closing questions,the final close is a natural part of the ongoing dialogue.

Partnering methods of obtaining commitment are designed to reduce or eliminate choice.

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

Even without a buyer's commitment,sale can take place.

Harold asks his prospects several questions to understand the reasons for their hesitation in buying his product.He tries to identify all the issues and tries to solve them immediately.From this scenario,it is evident that he uses the _____ method of obtaining commitment.

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

The owner of a pet store ordered $200 worth of bird feed from Cadmia Avicultural Research Inc.The invoice dated October 18 that was sent to the store owner mentioned "3/10,EOM." This detail indicates that if the store owner pays the bill on November 2:

Which of the following is a reason why salespeople fail to obtain commitment?

If Berylia Nursery Company quotes an FOB origin price to a plant retailer,it indicates that:

David has done his job well in presenting the product,showing how it meets the needs of his customer,and handling all questions and objections.David should:

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

After making a sale,the salesperson should avoid a follow-up,as the customer might get annoyed.

Identify a true statement about trial orders.

Jeremy,a manager at Delsy Fashions Inc. ,was interested in the fabrics presented by Derick,a sales executive at Fabon Co.Jeremy had a natural smile and a relaxed forehead during Derick's presentation.These nonverbal indications by Jeremy are called:

What are the negative consequences of the traditional emphasis on getting the sale no matter what?

Describe two situations in which the benefit summary method of obtaining commitment is most effective.

What is meant by the credit term "2/10,n/30"?

How should salespeople bring a sales call to a close?

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

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

Because most salespeople ask closing questions,the final close is a natural part of the ongoing dialogue.

Partnering methods of obtaining commitment are designed to reduce or eliminate choice.

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