Question 1

Which of the following statements about closing techniques is true?

Accepted Answer

A)  When a major sale is at stake, closing techniques increase the salesperson's odds of success. 
B)  Salespeople specifically trained in closing techniques close more sales. 
C)  The most important activity of the salesperson is to answer objections to clear the way to use a closing technique. 
D)  Closing techniques are especially handy in door-to-door sales of low-priced products. 
E)  The best closing methods rely on some type of trickery. 
A)  When a major sale is at stake, closing techniques increase the salesperson's odds of success. 
B)  Salespeople specifically trained in closing techniques close more sales. 
C)  The most important activity of the salesperson is to answer objections to clear the way to use a closing technique. 
D)  Closing techniques are especially handy in door-to-door sales of low-priced products. 
E)  The best closing methods rely on some type of trickery. D

Question 2

If Lab Safety Supply quotes an FOB destination price to a factory buying five hazardous waste disposal units, it means that:

Accepted Answer

A)  Lab Safety Supply will pay all freight charges 
B)  the buyer will pay all freight charges 
C)  the buyer will assume complete responsibility for the units once they leave the Lab Safety Supply loading dock 
D)  Lab Safety Supply and the buyer will split all shipping charges 
E)  the buyer will pay for any units found defective and returned for a refund 
A)  Lab Safety Supply will pay all freight charges 
B)  the buyer will pay all freight charges 
C)  the buyer will assume complete responsibility for the units once they leave the Lab Safety Supply loading dock 
D)  Lab Safety Supply and the buyer will split all shipping charges 
E)  the buyer will pay for any units found defective and returned for a refund A

Question 3

Candace enjoys going to see prospects. They always have a nice visit. Since she assumes the prospect will buy when he or she is ready, there is really no need for her to be pushy; so they talk about whatever the customer wants. Candace is a(n) _____ salesperson.

Accepted Answer

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

Question 4

Death on Demand bookstore received an invoice dated May 2 from a publisher that read, "2/10, n30" and told the owner she owed a total of $600. How much should she pay if she pays the bill on May 3?

Accepted Answer

$588 (600

Question 5

Robby finds himself in the awkward position of not having the product Verna's office needs to solve its current problem. As a truly professional salesperson, Robby uses a consultative selling philosophy and will probably:

Accepted Answer

A)  recommend a competitor's product if he knows of one that will solve this particular problem 
B)  show Verna that what she thinks is a problem isn't really all that bad 
C)  apologize and leave without making a fuss 
D)  discontinue calling on Verna 
E)  do none of the above 
A)  recommend a competitor's product if he knows of one that will solve this particular problem 
B)  show Verna that what she thinks is a problem isn't really all that bad 
C)  apologize and leave without making a fuss 
D)  discontinue calling on Verna 
E)  do none of the above

Question 6

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

Accepted Answer

A)  fear of asking 
B)  fear of exhibiting too much excitement 
C)  using too much two-way communication 
D)  listening and not doing 
E)  all of the above 
A)  fear of asking 
B)  fear of exhibiting too much excitement 
C)  using too much two-way communication 
D)  listening and not doing 
E)  all of the above

Question 7

The customer has agreed to buy a multi-million dollar oil well drilling platform from Tara's company. As the salesperson what three important points does she need to remember as she gets her buyer to sign on the dotted line and formalize his commitment to buy?

Accepted Answer

The salesperson needs to remember the fo

Question 8

If Monrovia Nursery Company quotes an FOB origin price to a plant nursery it means the buyer will pay all shipping costs.

Accepted Answer

A) True 
 B)False

Question 9

Most sales take only one call to complete.

Accepted Answer

A) True 
 B)False

Question 10

Buyer's comments are often the best indications that he or she is considering commitment. Which of the following is the best example of buyer offering their own requirement statement?

Accepted Answer

A)  "Our computer specialist must confirm that this new inventory system will work with our accounts receivable program." 
B)  Oh good, that cherry color matches the décor in our waiting room." 
C)  "I like the way your company responds to service requests." 
D)  "What do we do next?" 
E)  "Do you have training facilities for our staff?" 
A)  "Our computer specialist must confirm that this new inventory system will work with our accounts receivable program." 
B)  Oh good, that cherry color matches the décor in our waiting room." 
C)  "I like the way your company responds to service requests." 
D)  "What do we do next?" 
E)  "Do you have training facilities for our staff?"

Question 11

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 if you choose to take the Great America Adventure Tour that it's the right thing to do. Why don't we list the pros and cons? Now, on the pro side, the trip will help you get away. It will also allow you to see a totally different area of the country. Now, what do you see as the bad points?" This is a partial example of which 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 12

If Monrovia Nursery Company quotes an FOB origin price to a plant retailer, it means that the:

Accepted Answer

A)  retailer will be reimbursed for all plants that died in transit 
B)  Monrovia will pay all shipping costs 
C)  the retailer will pay all shipping costs 
D)  Monrovia and the retailer will split the shipping costs 
E)  Monrovia will take complete responsibility for the product until it is placed in the retailer's hands 
A)  retailer will be reimbursed for all plants that died in transit 
B)  Monrovia will pay all shipping costs 
C)  the retailer will pay all shipping costs 
D)  Monrovia and the retailer will split the shipping costs 
E)  Monrovia will take complete responsibility for the product until it is placed in the retailer's hands

Question 13

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

Accepted Answer

A)  closing 
B)  creeping 
C)  benefit 
D)  direct-request 
E)  synergistic 
A)  closing 
B)  creeping 
C)  benefit 
D)  direct-request 
E)  synergistic

Question 14

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

Accepted Answer

A)  The salesperson should never 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 businesspeople 
D)  This method attempts to bring all tangible issues into the open 
E)  After successfully dealing with the prospect's concerns, the sales rep should remain quiet and let the prospect think over what has just been said 
A)  The salesperson should never 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 businesspeople 
D)  This method attempts to bring all tangible issues into the open 
E)  After successfully dealing with the prospect's concerns, the sales rep should remain quiet and let the prospect think over what has just been said

Question 15

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)  the habit of talking too much 
E)  all of the above 
A)  fear of asking 
B)  displaying unwarranted excitement 
C)  poor presentation 
D)  the habit of talking too much 
E)  all of the above

Question 16

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 taking?

Accepted Answer

the balanc

Question 17

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

Accepted Answer

The salesp

Question 18

After Sebastian had purchased the HEP-A vacuum for $819, he worried that he might have gotten a vacuum cleaner just as good for less money if he had continued searching. What is the name for what is causing Sebastian to feel anxious?

Accepted Answer

buyer's re

Question 19

With which type of personality is the balance sheet method of obtaining a commitment most likely to be successful?

Accepted Answer

A)  amiable 
B)  driver 
C)  expressive 
D)  motivator 
E)  analytical 
A)  amiable 
B)  driver 
C)  expressive 
D)  motivator 
E)  analytical

Question 20

Which of the following would be a nonverbal signal that your buyer was about 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)  actually, all of the above are positive nonverbal signals 
A)  arms folded tightly across chest 
B)  a forced smile 
C)  eyes open and relaxed 
D)  face and mouth covered by hands 
E)  actually, all of the above are positive nonverbal signals

Which of the following statements about closing techniques is true?

If Lab Safety Supply quotes an FOB destination price to a factory buying five hazardous waste disposal units, it means that:

Candace enjoys going to see prospects. They always have a nice visit. Since she assumes the prospect will buy when he or she is ready, there is really no need for her to be pushy; so they talk about whatever the customer wants. Candace is a(n) _____ salesperson.

Death on Demand bookstore received an invoice dated May 2 from a publisher that read, "2/10, n30" and told the owner she owed a total of $600. How much should she pay if she pays the bill on May 3?

Robby finds himself in the awkward position of not having the product Verna's office needs to solve its current problem. As a truly professional salesperson, Robby uses a consultative selling philosophy and will probably:

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

The customer has agreed to buy a multi-million dollar oil well drilling platform from Tara's company. As the salesperson what three important points does she need to remember as she gets her buyer to sign on the dotted line and formalize his commitment to buy?

If Monrovia Nursery Company quotes an FOB origin price to a plant nursery it means the buyer will pay all shipping costs.

Most sales take only one call to complete.

Buyer's comments are often the best indications that he or she is considering commitment. Which of the following is the best example of buyer offering their own requirement statement?

If Monrovia Nursery Company quotes an FOB origin price to a plant retailer, it means that the:

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

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

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

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

After Sebastian had purchased the HEP-A vacuum for $819, he worried that he might have gotten a vacuum cleaner just as good for less money if he had continued searching. What is the name for what is causing Sebastian to feel anxious?

With which type of personality is the balance sheet method of obtaining a commitment most likely to be successful?

Which of the following would be a nonverbal signal that your buyer was about ready to make a commitment?

Selling and Salespeople

Building Partnering Relationships

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 Negotiation

After the Sale: Building Long-Term Partnerships

Managing Your Time and Territory

Managing Within Your Company

Managing Your Career

Filters

Exam 12: Obtaining Commitment

Which of the following statements about closing techniques is true?

If Lab Safety Supply quotes an FOB destination price to a factory buying five hazardous waste disposal units, it means that:

Candace enjoys going to see prospects. They always have a nice visit. Since she assumes the prospect will buy when he or she is ready, there is really no need for her to be pushy; so they talk about whatever the customer wants. Candace is a(n) _____ salesperson.

Death on Demand bookstore received an invoice dated May 2 from a publisher that read, "2/10, n30" and told the owner she owed a total of $600. How much should she pay if she pays the bill on May 3?

Robby finds himself in the awkward position of not having the product Verna's office needs to solve its current problem. As a truly professional salesperson, Robby uses a consultative selling philosophy and will probably:

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

The customer has agreed to buy a multi-million dollar oil well drilling platform from Tara's company. As the salesperson what three important points does she need to remember as she gets her buyer to sign on the dotted line and formalize his commitment to buy?

If Monrovia Nursery Company quotes an FOB origin price to a plant nursery it means the buyer will pay all shipping costs.

Most sales take only one call to complete.

Buyer's comments are often the best indications that he or she is considering commitment. Which of the following is the best example of buyer offering their own requirement statement?

If Monrovia Nursery Company quotes an FOB origin price to a plant retailer, it means that the:

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

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

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

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

After Sebastian had purchased the HEP-A vacuum for $819, he worried that he might have gotten a vacuum cleaner just as good for less money if he had continued searching. What is the name for what is causing Sebastian to feel anxious?

With which type of personality is the balance sheet method of obtaining a commitment most likely to be successful?

Which of the following would be a nonverbal signal that your buyer was about ready to make a commitment?

Selling and Salespeople

Building Partnering Relationships

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 Negotiation

After the Sale: Building Long-Term Partnerships

Managing Your Time and Territory

Managing Within Your Company

Managing Your Career

Filters