Question 1

Which of the following statements about obtaining commitment is FALSE?

Accepted Answer

A)  Any skill is performed best with a positive attitude. 
B)  Customers dislike salespeople who display confidence in themselves, their products, and the company they represent. 
C)  Attempts to gain commitment must be geared to the varying reactions of each buyer. 
D)  All prospects expect enough information from the salesperson to enable then to evaluate the good or service properly. 
E)  Aggressive salespeople control the sales interaction but often fail to gain commitment because they prejudge the customer's needs. 
A)  Any skill is performed best with a positive attitude. 
B)  Customers dislike salespeople who display confidence in themselves, their products, and the company they represent. 
C)  Attempts to gain commitment must be geared to the varying reactions of each buyer. 
D)  All prospects expect enough information from the salesperson to enable then to evaluate the good or service properly. 
E)  Aggressive salespeople control the sales interaction but often fail to gain commitment because they prejudge the customer's needs.

Question 2

Which of the traditional closing methods is based on getting the buyer perceiving himself or herself as an "agreeable" person?

Accepted Answer

A)  direct request 
B)  minor point close 
C)  emotional close 
D)  continuous yes close 
E)  assumptive close 
A)  direct request 
B)  minor point close 
C)  emotional close 
D)  continuous yes close 
E)  assumptive close

Question 3

The owner of Molly's Gift Shop ordered a brass sculpture from The Brass Baron, a distributor of garden whimsy, for $225. The invoice she received from The Brass Baron read, "2/15, n/30," and arrived on March 19. How much will she have to pay if she pays the invoice by April 10?

Accepted Answer

A)  $195 
B)  $220.50 
C)  $225 
D)  $229.50 
E)  $247.50 
A)  $195 
B)  $220.50 
C)  $225 
D)  $229.50 
E)  $247.50

Question 4

Conor's company has studied competitor's offerings, the value delivered by his company's products, and the cost of providing the product to customers. Therefore, Conor should:

Accepted Answer

A)  never apologize for the price he quotes 
B)  carefully present price so as to not disturb his prospects 
C)  consider switching to another company 
D)  aggressively discount list prices to ensure customer satisfaction 
E)  adjust prices to avoid overcharging customers 
A)  never apologize for the price he quotes 
B)  carefully present price so as to not disturb his prospects 
C)  consider switching to another company 
D)  aggressively discount list prices to ensure customer satisfaction 
E)  adjust prices to avoid overcharging customers

Question 5

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

Accepted Answer

The text gives four reasons. (1) If sale

Question 6

To achieve success in obtaining commitment, salespeople should:

Accepted Answer

A)  maintain a positive attitude 
B)  let the customer set the pace 
C)  be assertive instead of aggressive 
D)  sell the right product in the right amounts 
E)  do all of the above 
A)  maintain a positive attitude 
B)  let the customer set the pace 
C)  be assertive instead of aggressive 
D)  sell the right product in the right amounts 
E)  do all of the above

Question 7

Even if you have done your job well and have a product that the buyer truly needs, you deserve the sale.

Accepted Answer

A) True 
 B)False

Question 8

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

Accepted Answer

A)  cumulative quantity discount 
B)  promotional allowance 
C)  trade discount 
D)  functional discount 
E)  cash discount 
A)  cumulative quantity discount 
B)  promotional allowance 
C)  trade discount 
D)  functional discount 
E)  cash discount

Question 9

The owner of store that specializes in birds ordered $200 of Tropican food from Hagen Avicultural Research Institute. On the invoice dated October 18 that Hagen sent to the store owner was written, "3/10, EOM." If the store owner pays the bill in full on November 12, what amount will she have to pay?

Accepted Answer

A)  $147.00 
B)  $189.00 
C)  $203.70 
D)  $200.00 
E)  $216.30 
A)  $147.00 
B)  $189.00 
C)  $203.70 
D)  $200.00 
E)  $216.30

Question 10

The owner of store that specializes in birds ordered $200 of Tropican food from Hagen Avicultural Research Institute. On the invoice dated October 18 that Hagen sent to the store owner was written, "3/10, EOM." If the store owner pays the bill in full on November 2, what amount will she have to pay?

Accepted Answer

A)  $147.00 
B)  $189.00 
C)  $191.00 
D)  $200.00 
E)  $183.00 
A)  $147.00 
B)  $189.00 
C)  $191.00 
D)  $200.00 
E)  $183.00

Question 11

When the telemarketer who was trying to get Chloe to change long-distance service asked Chloe, "Are you ready to switch now?", 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 12

A trial order will not necessarily lead to a larger commitment.

Accepted Answer

A) True 
 B)False

Question 13

Questions like "What else can I tell you about our product?" or "How does this offer sound to you so far?" are examples of:

Accepted Answer

A)  trial closes 
B)  customer needs statements 
C)  benefit statements 
D)  noncommittal signals 
E)  buyer questions 
A)  trial closes 
B)  customer needs statements 
C)  benefit statements 
D)  noncommittal signals 
E)  buyer questions

Question 14

Betty has agreed to purchase a new CT-scan device for her hospital under the terms FOB origin. Betty is expecting:

Accepted Answer

A)  the device will be loaded, shipped, and installed 
B)  the device will be loaded onto transportation but after that it is her responsibility 
C)  FOB means freight, origin, buyer 
D)  Free on board with shipping and installation paid by the seller 
E)  FOB means friends of Bill and the government will pay for installation. 
A)  the device will be loaded, shipped, and installed 
B)  the device will be loaded onto transportation but after that it is her responsibility 
C)  FOB means freight, origin, buyer 
D)  Free on board with shipping and installation paid by the seller 
E)  FOB means friends of Bill and the government will pay for installation.

Question 15

Jessica has been asking questions throughout her sales presentation and received positive signals from her prospect. When she gets to the final close, Jessica should:

Accepted Answer

A)  push harder to get the commitment 
B)  expect the final close to be a natural part of the ongoing dialogue 
C)  offer to re-state the benefits so that the prospect can take the issue into consideration 
D)  anticipate further objections and answer them in advance 
E)  do or expect none of the above 
A)  push harder to get the commitment 
B)  expect the final close to be a natural part of the ongoing dialogue 
C)  offer to re-state the benefits so that the prospect can take the issue into consideration 
D)  anticipate further objections and answer them in advance 
E)  do or expect none of the above

Question 16

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

Accepted Answer

A)  needs to pressure the customer into making the commitment 
B)  should relax and let nature take its course 
C)  deserves the sale 
D)  ask the buyer to do him a favor and buy his product 
E)  should do or expect all of the above 
A)  needs to pressure the customer into making the commitment 
B)  should relax and let nature take its course 
C)  deserves the sale 
D)  ask the buyer to do him a favor and buy his product 
E)  should do or expect all of the above

Question 17

If Lewis appears overly eager or excited when he senses his prospects are about to commit, they may interpret his actions as nonverbal cues indicating he is dishonest.

Accepted Answer

A) True 
 B)False

Question 18

As Rick attempted to obtain commitment from his prospect, he said, "You stated in our previous visits you were looking for a product that would be low cost, yet also provide long life. As I've shown, our product has the lowest price in its class. And, according to industry reports, our product lasts 20 percent longer than our major competitors. Can I place an order for you today?" This is an example of the:

Accepted Answer

A)  balance sheet method 
B)  direct request method 
C)  assumptive close 
D)  benefit summary method 
E)  benefit in reserve close 
A)  balance sheet method 
B)  direct request method 
C)  assumptive close 
D)  benefit summary method 
E)  benefit in reserve close

Question 19

Because of the higher level of involvement Anson gains as an assertive salesperson, he can assume his buyers will remember all the major points discussed in the presentation.

Accepted Answer

A) True 
 B)False

Question 20

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

Accepted Answer

A)  getting a reorder on latex gloves 
B)  purchase of a corporate jet that takes several meetings to hammer out all the details 
C)  a department store's order of Hamilton Beach blenders for a tropical sale 
D)  purchase of lobster to be served at a wedding feast 
E)  none of the above 
A)  getting a reorder on latex gloves 
B)  purchase of a corporate jet that takes several meetings to hammer out all the details 
C)  a department store's order of Hamilton Beach blenders for a tropical sale 
D)  purchase of lobster to be served at a wedding feast 
E)  none of the above

Which of the following statements about obtaining commitment is FALSE?

Which of the traditional closing methods is based on getting the buyer perceiving himself or herself as an "agreeable" person?

The owner of Molly's Gift Shop ordered a brass sculpture from The Brass Baron, a distributor of garden whimsy, for $225. The invoice she received from The Brass Baron read, "2/15, n/30," and arrived on March 19. How much will she have to pay if she pays the invoice by April 10?

Conor's company has studied competitor's offerings, the value delivered by his company's products, and the cost of providing the product to customers. Therefore, Conor should:

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

To achieve success in obtaining commitment, salespeople should:

Even if you have done your job well and have a product that the buyer truly needs, you deserve the sale.

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

The owner of store that specializes in birds ordered $200 of Tropican food from Hagen Avicultural Research Institute. On the invoice dated October 18 that Hagen sent to the store owner was written, "3/10, EOM." If the store owner pays the bill in full on November 2, what amount will she have to pay?

When the telemarketer who was trying to get Chloe to change long-distance service asked Chloe, "Are you ready to switch now?", he was using the _____ closing method.

A trial order will not necessarily lead to a larger commitment.

Questions like "What else can I tell you about our product?" or "How does this offer sound to you so far?" are examples of:

Betty has agreed to purchase a new CT-scan device for her hospital under the terms FOB origin. Betty is expecting:

Jessica has been asking questions throughout her sales presentation and received positive signals from her prospect. When she gets to the final close, Jessica should:

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

If Lewis appears overly eager or excited when he senses his prospects are about to commit, they may interpret his actions as nonverbal cues indicating he is dishonest.

Because of the higher level of involvement Anson gains as an assertive salesperson, he can assume his buyers will remember all the major points discussed in the presentation.

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

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 obtaining commitment is FALSE?

Which of the traditional closing methods is based on getting the buyer perceiving himself or herself as an "agreeable" person?

The owner of Molly's Gift Shop ordered a brass sculpture from The Brass Baron, a distributor of garden whimsy, for $225. The invoice she received from The Brass Baron read, "2/15, n/30," and arrived on March 19. How much will she have to pay if she pays the invoice by April 10?

Conor's company has studied competitor's offerings, the value delivered by his company's products, and the cost of providing the product to customers. Therefore, Conor should:

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

To achieve success in obtaining commitment, salespeople should:

Even if you have done your job well and have a product that the buyer truly needs, you deserve the sale.

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

When the telemarketer who was trying to get Chloe to change long-distance service asked Chloe, "Are you ready to switch now?", he was using the _____ closing method.

A trial order will not necessarily lead to a larger commitment.

Questions like "What else can I tell you about our product?" or "How does this offer sound to you so far?" are examples of:

Betty has agreed to purchase a new CT-scan device for her hospital under the terms FOB origin. Betty is expecting:

Jessica has been asking questions throughout her sales presentation and received positive signals from her prospect. When she gets to the final close, Jessica should:

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

If Lewis appears overly eager or excited when he senses his prospects are about to commit, they may interpret his actions as nonverbal cues indicating he is dishonest.

Because of the higher level of involvement Anson gains as an assertive salesperson, he can assume his buyers will remember all the major points discussed in the presentation.

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

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