Exam 12: Obtaining Commitment

Just as the salesperson was ready to ask for a commitment to buy from the purchasing agent, the agent asked, "I will be getting a ten percent discount for an order this large, won't I?" What is the term used for this sort of a condition?

Why is it important for salespeople to become skilled in obtaining prospect commitment?

A salesperson must uncover the reasons he or she was unable to obtain commitment.

As they spoke, the sales rep from the medical supply company just pulled out his order pad and began writing up an initial order for Rashmi's nursing home facility. This sales rep appears to be using the _____ traditional closing method.

Rather than aggressively creating new needs in customers through persuasion, _____ salespeople prospect for customers who truly need their products.

Which of the following statements about a trial order is true?

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

What is the most straightforward and effective method for obtaining commitment from a prospect?

Benjamin is attempting to close a sale. He restates all the advantages of his product. What approach is he taking?

After the salesperson obtains commitment, his or her job is over and other departments in the company take care of the rest of the sale.

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 June 1?

The decision to buy or not to buy should not focus on a signature.

Why should a salesperson never apologize for a price he or she quotes a prospect?

Which of the following statements is the best example of a trial close for a salesperson selling refrigerated display units to supermarkets?

Part of being honest as a salesperson is being willing to show the disappointment you feel if a prospect does not commit to do business with you.

Closing is defined as:

The _____ method of closing a sale attempts to bring to the table all issues of concern to the prospect--even though the salesperson may not be able to resolve all of them.

What does FOB mean? What are the differences among FOB origin, FOB destination, and FOB installed?

What characterizes assertive salespeople?

After important decisions, buyers may feel a little insecure about whether the choice was a wise one. This insecurity is called: