Question 1

Typically,high-pressure closing is necessary when the salesperson has done a good job throughout the entire process of a sales call.

Accepted Answer

A) True 
 B)False

Question 2

Identify a true statement about the financial terms and conditions of a sale.

Accepted Answer

A)  Promo codes encourage large purchases by passing along savings resulting from reduced processing costs. 
B)  Free on board (FO
B) installed indicates that title and responsibility of an equipment are transferred before it is installed and operating properly. 
C)  The terms and conditions of a sale do not include shipping costs. 
D)  Factors that affect price are the use of quantity and other discounts,as well as credit and shipping terms. 
E)  Figuring out the final actual price is easy,especially in situations with many options and packages rather than standardized products. 
A)  Promo codes encourage large purchases by passing along savings resulting from reduced processing costs. 
B)  Free on board (FO
B) installed indicates that title and responsibility of an equipment are transferred before it is installed and operating properly. 
C)  The terms and conditions of a sale do not include shipping costs. 
D)  Factors that affect price are the use of quantity and other discounts,as well as credit and shipping terms. 
E)  Figuring out the final actual price is easy,especially in situations with many options and packages rather than standardized products.

Question 3

A telemarketer who was trying to get Chloe to change her Internet usage plan asked her,"Are you ready to switch now?" This scenario indicates that he was 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 4

In which of the following situations is the benefit summary method for obtaining commitment best used?

Accepted Answer

A)  Getting a reorder on latex gloves 
B)  The purchase of a corporate jet that requires several meetings to hammer out all the details 
C)  A customer placing an order for a particular dish at a restaurant 
D)  The purchase of lobster to be served at a wedding feast 
E)  None of these 
A)  Getting a reorder on latex gloves 
B)  The purchase of a corporate jet that requires several meetings to hammer out all the details 
C)  A customer placing an order for a particular dish at a restaurant 
D)  The purchase of lobster to be served at a wedding feast 
E)  None of these

Question 5

Which of the following nonverbal signals indicates that a buyer is ready to make a commitment?

Accepted Answer

A)  Arms folded tightly across chest 
B)  A forced smile 
C)  Eyes open and relaxed 
D)  Face and mouth covered by hands 
E)  All of these 
A)  Arms folded tightly across chest 
B)  A forced smile 
C)  Eyes open and relaxed 
D)  Face and mouth covered by hands 
E)  All of these

Question 6

Donna is attempting to close a sale.She takes out a piece of paper and outlines the benefits of adopting her product versus the benefits of staying with the product the prospect is currently using.What approach is Donna using?

Accepted Answer

Donna is using the b

Question 7

Identify one of the main reasons for salespeople's improper attitudes toward obtaining commitment.

Accepted Answer

One of the main reasons for sa

Question 8

"Free on board (FOB)installed" means that title and responsibility are transferred before an equipment is installed and operating properly.

Accepted Answer

A) True 
 B)False

Question 9

The real reasons for not obtaining commitment must be covered.Only then can salespeople proceed intelligently to eliminate the barriers that obstruct sales.

Accepted Answer

A) True 
 B)False

Question 10

As Rick attempted to obtain commitment from his prospect,he said,"You stated in your previous visit that you were looking for a product with a low cost as well as a 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:

Accepted Answer

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

Question 11

Is there a right time to obtain commitment? How do customers let salespeople know they are ready to buy?

Accepted Answer

The right time to obtain commitment is w

Question 12

The process of obtaining commitment always occurs at the end of a sales call.

Accepted Answer

A) True 
 B)False

Question 13

What does FOB mean? Differentiate between FOB origin,FOB destination,and FOB installed.

Accepted Answer

FOB means free on board.It is used to de

Question 14

Why does a salesperson need to become proficient in obtaining commitment?

Accepted Answer

A)  To spend more time with a buyer 
B)  To sell a product to a buyer who does not need it 
C)  To ensure future success for his or her company 
D)  To convince a buyer to do a favor by buying a product 
E)  To get every concession possible from a buyer 
A)  To spend more time with a buyer 
B)  To sell a product to a buyer who does not need it 
C)  To ensure future success for his or her company 
D)  To convince a buyer to do a favor by buying a product 
E)  To get every concession possible from a buyer

Question 15

The chances to obtain commitment increase rapidly when a salesperson tries to sell too many or too few units.

Accepted Answer

A) True 
 B)False

Question 16

A real estate agent told a prospective home buyer,"You seem to really like that last house we looked at,which is why I am informing you that one of the other agents in our office is scheduled to bring another couple out to take a second look at it this afternoon.I think you better go ahead and make an offer on it before it's too late." Which of the following traditional closing methods does the real estate agent appear to be using?

Accepted Answer

A)  The emotional close 
B)  The minor-point close 
C)  The direct action close 
D)  The standing-room-only close 
E)  The assumptive close 
A)  The emotional close 
B)  The minor-point close 
C)  The direct action close 
D)  The standing-room-only close 
E)  The assumptive close

Question 17

After two weeks of looking and comparing alternatives,Julie finally bought an iMac computer.For days following the purchase,she kept pondering if she should have purchased a different brand.In this scenario,Julie is experiencing _____.

Accepted Answer

A)  postpurchase jitters 
B)  compromise complication 
C)  buyer's remorse 
D)  commitment insecurity 
E)  conspicuous consumption 
A)  postpurchase jitters 
B)  compromise complication 
C)  buyer's remorse 
D)  commitment insecurity 
E)  conspicuous consumption

Question 18

If Perkston's Aquatic Store,a retailer of aquarium fish and supplies,buys one 200-gallon fish tank from Merida's Aquarium Products,it will be billed $329.If it buys more than six in the upcoming year,it will get a 20 percent discount on each aquarium.This savings is referred to as a:

Accepted Answer

A)  cumulative discount. 
B)  promotional allowance. 
C)  trade discount. 
D)  functional discount. 
E)  single-order discount. 
A)  cumulative discount. 
B)  promotional allowance. 
C)  trade discount. 
D)  functional discount. 
E)  single-order discount.

Question 19

Kendall is the new owner of a catering company.She receives the invoice for a new walk-in refrigerator,which mentions "2/10,n/30." Which of the following statements accurately explains this?

Accepted Answer

A)  She can get a 10 percent discount if she pays within two days of receiving the bill;otherwise,it is due at the end of the month. 
B)  She can get a 20 percent discount if she pays within ten days of receiving the bill;otherwise,it is due at the end of the month. 
C)  She can get a 2 percent discount if she pays within ten days of the invoice date;otherwise,the full amount is due in 30 days. 
D)  She can get a 30 percent discount if she pays within two days of receiving the bill,or she can get a 10 percent discount if she pays by the end of the month. 
E)  She can get a 10 percent discount if she pays within two days of receiving the bill;she will have to pay a 10 percent penalty if it is not paid within 30 days. 
A)  She can get a 10 percent discount if she pays within two days of receiving the bill;otherwise,it is due at the end of the month. 
B)  She can get a 20 percent discount if she pays within ten days of receiving the bill;otherwise,it is due at the end of the month. 
C)  She can get a 2 percent discount if she pays within ten days of the invoice date;otherwise,the full amount is due in 30 days. 
D)  She can get a 30 percent discount if she pays within two days of receiving the bill,or she can get a 10 percent discount if she pays by the end of the month. 
E)  She can get a 10 percent discount if she pays within two days of receiving the bill;she will have to pay a 10 percent penalty if it is not paid within 30 days.

Question 20

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

Accepted Answer

A) True 
 B)False

Typically,high-pressure closing is necessary when the salesperson has done a good job throughout the entire process of a sales call.

Identify a true statement about the financial terms and conditions of a sale.

A telemarketer who was trying to get Chloe to change her Internet usage plan asked her,"Are you ready to switch now?" This scenario indicates that he was using the _____ closing method.

In which of the following situations is the benefit summary method for obtaining commitment best used?

Which of the following nonverbal signals indicates that a buyer is ready to make a commitment?

Donna is attempting to close a sale.She takes out a piece of paper and outlines the benefits of adopting her product versus the benefits of staying with the product the prospect is currently using.What approach is Donna using?

Identify one of the main reasons for salespeople's improper attitudes toward obtaining commitment.

"Free on board (FOB)installed" means that title and responsibility are transferred before an equipment is installed and operating properly.

The real reasons for not obtaining commitment must be covered.Only then can salespeople proceed intelligently to eliminate the barriers that obstruct sales.

Is there a right time to obtain commitment? How do customers let salespeople know they are ready to buy?

The process of obtaining commitment always occurs at the end of a sales call.

What does FOB mean? Differentiate between FOB origin,FOB destination,and FOB installed.

Why does a salesperson need to become proficient in obtaining commitment?

The chances to obtain commitment increase rapidly when a salesperson tries to sell too many or too few units.

After two weeks of looking and comparing alternatives,Julie finally bought an iMac computer.For days following the purchase,she kept pondering if she should have purchased a different brand.In this scenario,Julie is experiencing _____.

If Perkston's Aquatic Store,a retailer of aquarium fish and supplies,buys one 200-gallon fish tank from Merida's Aquarium Products,it will be billed $329.If it buys more than six in the upcoming year,it will get a 20 percent discount on each aquarium.This savings is referred to as a:

Kendall is the new owner of a catering company.She receives the invoice for a new walk-in refrigerator,which mentions "2/10,n/30." Which of the following statements accurately explains this?

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

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

Typically,high-pressure closing is necessary when the salesperson has done a good job throughout the entire process of a sales call.

Identify a true statement about the financial terms and conditions of a sale.

A telemarketer who was trying to get Chloe to change her Internet usage plan asked her,"Are you ready to switch now?" This scenario indicates that he was using the _____ closing method.

In which of the following situations is the benefit summary method for obtaining commitment best used?

Which of the following nonverbal signals indicates that a buyer is ready to make a commitment?

Donna is attempting to close a sale.She takes out a piece of paper and outlines the benefits of adopting her product versus the benefits of staying with the product the prospect is currently using.What approach is Donna using?

Identify one of the main reasons for salespeople's improper attitudes toward obtaining commitment.

"Free on board (FOB)installed" means that title and responsibility are transferred before an equipment is installed and operating properly.

The real reasons for not obtaining commitment must be covered.Only then can salespeople proceed intelligently to eliminate the barriers that obstruct sales.

Is there a right time to obtain commitment? How do customers let salespeople know they are ready to buy?

The process of obtaining commitment always occurs at the end of a sales call.

What does FOB mean? Differentiate between FOB origin,FOB destination,and FOB installed.

Why does a salesperson need to become proficient in obtaining commitment?

The chances to obtain commitment increase rapidly when a salesperson tries to sell too many or too few units.

After two weeks of looking and comparing alternatives,Julie finally bought an iMac computer.For days following the purchase,she kept pondering if she should have purchased a different brand.In this scenario,Julie is experiencing _____.

If Perkston's Aquatic Store,a retailer of aquarium fish and supplies,buys one 200-gallon fish tank from Merida's Aquarium Products,it will be billed $329.If it buys more than six in the upcoming year,it will get a 20 percent discount on each aquarium.This savings is referred to as a:

Kendall is the new owner of a catering company.She receives the invoice for a new walk-in refrigerator,which mentions "2/10,n/30." Which of the following statements accurately explains this?

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

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