Exam 11: Obtaining Commitment

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.

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:

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

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?

Closing is defined as:

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

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

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:

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.

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

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?

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

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

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:

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

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?

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

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

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

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