Question 1

If your company knows the market and the value of your product, you should never have to apologize for the price you quote.

Accepted Answer

A) True 
 B)False

Question 2

What is typically the last element of any deal to be presented and discussed?

Accepted Answer

The answer of What is typically the last element of...

Question 3

_____ salespeople are self-confident and positive; they maintain the proper perspective by being responsive to customer needs.

Accepted Answer

A)  Optimistic 
B)  Apathetic 
C)  Submissive 
D)  Assertive 
E)  Aggressive 
A)  Optimistic 
B)  Apathetic 
C)  Submissive 
D)  Assertive 
E)  Aggressive

Question 4

Kendra is the new owner of a catering company. She got an invoice for a new walk-in refrigerator in the mail which contained the phrase "2/10, n/30." How would you explain this to her?

Accepted Answer

A)  It means she can earn a ten percent discount if she pays within two days of receiving the bill; otherwise it is due at the end of the month. 
B)  It means she can earn a twenty percent discount if she pays within ten days of receiving the bill; otherwise it is due at the end of the month. 
C)  It means she can earn a two percent discount if she pays within ten days of the invoice date; otherwise the full amount is due in thirty days. 
D)  It means she can earn a thirty percent discount if she pays within two days of receiving the bill, or a ten percent discount if she pays by the end of the month. 
E)  It means she can earn a ten percent discount if she pays within two days of receiving the bill; she will pay a ten percent penalty if it is not paid within thirty days. 
A)  It means she can earn a ten percent discount if she pays within two days of receiving the bill; otherwise it is due at the end of the month. 
B)  It means she can earn a twenty percent discount if she pays within ten days of receiving the bill; otherwise it is due at the end of the month. 
C)  It means she can earn a two percent discount if she pays within ten days of the invoice date; otherwise the full amount is due in thirty days. 
D)  It means she can earn a thirty percent discount if she pays within two days of receiving the bill, or a ten percent discount if she pays by the end of the month. 
E)  It means she can earn a ten percent discount if she pays within two days of receiving the bill; she will pay a ten percent penalty if it is not paid within thirty days.

Question 5

In most sales presentations, there is one psychological moment that affords the best opportunity to make a sale. If it is missed, gaining prospect commitment will be difficult, if not impossible.

Accepted Answer

A) True 
 B)False

Question 6

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

Accepted Answer

A) True 
 B)False

Question 7

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 8

How should a salesperson interpret a question such as, "How soon would you be able to deliver the machine?"

Accepted Answer

The answer of How should a salesperson interpret a question...

Question 9

Julie had trouble sleeping last night. After two weeks of looking and comparing alternatives, she finally bought an iMac computer. Then she lay awake most of last night worrying about whether she should have purchased a different brand. The term for what Julie is experiencing is:

Accepted Answer

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

If your company knows the market and the value of your product, you should never have to apologize for the price you quote.

What is typically the last element of any deal to be presented and discussed?

_____ salespeople are self-confident and positive; they maintain the proper perspective by being responsive to customer needs.

Kendra is the new owner of a catering company. She got an invoice for a new walk-in refrigerator in the mail which contained the phrase "2/10, n/30." How would you explain this to her?

In most sales presentations, there is one psychological moment that affords the best opportunity to make a sale. If it is missed, gaining prospect commitment will be difficult, if not impossible.

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

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

How should a salesperson interpret a question such as, "How soon would you be able to deliver the machine?"

Julie had trouble sleeping last night. After two weeks of looking and comparing alternatives, she finally bought an iMac computer. Then she lay awake most of last night worrying about whether she should have purchased a different brand. The term for what Julie is experiencing is:

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

If your company knows the market and the value of your product, you should never have to apologize for the price you quote.

What is typically the last element of any deal to be presented and discussed?

_____ salespeople are self-confident and positive; they maintain the proper perspective by being responsive to customer needs.

Kendra is the new owner of a catering company. She got an invoice for a new walk-in refrigerator in the mail which contained the phrase "2/10, n/30." How would you explain this to her?

In most sales presentations, there is one psychological moment that affords the best opportunity to make a sale. If it is missed, gaining prospect commitment will be difficult, if not impossible.

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

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

How should a salesperson interpret a question such as, "How soon would you be able to deliver the machine?"

Julie had trouble sleeping last night. After two weeks of looking and comparing alternatives, she finally bought an iMac computer. Then she lay awake most of last night worrying about whether she should have purchased a different brand. The term for what Julie is experiencing is:

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