Exam 12: Obtaining Commitment

As they walked in from looking at the new Ford Rangers on the lot, Ed, the salesperson, asked Kristy, "Which color do you want, the red or the white?" "White," she relied. "Great, I'll write it up!" responded Ed. Ed is apparently using the _____ closing method.

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

"Would you like me to send an order to your distribution center today?" said the salesperson using the _____ closing method.

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

The balance sheet method of closing can often insult a buyer's intelligence.

When closing a sale, there should be no surprises for the buyer.

The terms and conditions of sale include shipping costs. The seller quotes an FOB price. The letters FOB stand for:

Harold rents mailing lists. With the _____ method of obtaining commitment, Harold might ask a customer concerned about the cost of mailing lists, "What If I could guarantee that this list had no duplicate addresses, would you be interested in renting it?"

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 benefit statement?

Which of the following is an example of a salesperson who has obtained commitment?

To use the Ben Franklin close correctly, Maggie must be certain she is listing the tangible features (rather than the less tangible benefits) on the T she has drawn.

As Warren concluded his interview with Christina he said, "Congratulations, I know you're going to be glad you decided to use our service. There is no finer service available in New York City. Now, let's make sure we get off to a great start! I will be here next Thursday to begin delivering your system..." The immediate purpose of this dialogue was to:

The owner of Molly's Gift Shop ordered a brass sculpture from The Brass Baron, a distributor of garden whimsy, for $200. The invoice she received from The Brass Baron read, "2/15, n/30," and arrived on March 1. How much will she have to pay if she pays the invoice by March 11?

Wesley has just obtained a small order from a buyer who will see if his product will work. What has Wesley obtained?

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

What should the salesperson NOT do if he or she fails to obtain commitment from a prospect?

When the prospect leans forward, catches the salesperson's eye, and says, "This is a great product you're selling. I don't know why someone didn't come up with this product years ago," the salesperson is correct in perceiving these actions as:

What method is used to learn why a prospect is hesitant to make a commitment?

Effective methods of gaining commitment will work even if the buyer does not trust the salesperson, the selling company, and the product.

After completing the sale, Elaine likes to visit with the buyer and talk about family and mutual friends. Elaine feels this is a good way to build a long-term relationship with her customers. What do you think about Elaine's idea?