Question 1

A probing method of closing utilizes suggestion selling to analyze hesitation on the part of the buyer.

Accepted Answer

A) True 
 B)False

Question 2

Which of the following statements about the probing method of obtaining commitment is true?

Accepted Answer

A) The salesperson should never begin by asking directly for a commitment 
B) The rep asks a series of questions designed to discover the reason for hesitation 
C) The method is especially effective with Japanese and Arab businesspeople 
D) This method attempts to bring all tangible issues into the open 
E) After successfully dealing with the prospect's concerns, the sales rep should remain quiet and let the prospect think over what has just been said 
A) The salesperson should never begin by asking directly for a commitment 
B) The rep asks a series of questions designed to discover the reason for hesitation 
C) The method is especially effective with Japanese and Arab businesspeople 
D) This method attempts to bring all tangible issues into the open 
E) After successfully dealing with the prospect's concerns, the sales rep should remain quiet and let the prospect think over what has just been said

Question 3

The most common type of discount is the quantity discount.

Accepted Answer

A) True 
 B)False

Question 4

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

Accepted Answer

A) fear of asking 
B) displaying unwarranted excitement 
C) poor presentation 
D) the habit of talking too much 
E) all of the above 
A) fear of asking 
B) displaying unwarranted excitement 
C) poor presentation 
D) the habit of talking too much 
E) all of the above

Question 5

Which of the following statements about closing techniques is true?

Accepted Answer

A) When a major sale is at stake, closing techniques increase the salesperson's odds of success. 
B) Salespeople specifically trained in closing techniques close more sales. 
C) The most important activity of the salesperson is to answer objections to clear the way to use a closing technique. 
D) Closing techniques are especially handy in door-to-door sales of low-priced products. 
E) The best closing methods rely on some type of trickery. 
A) When a major sale is at stake, closing techniques increase the salesperson's odds of success. 
B) Salespeople specifically trained in closing techniques close more sales. 
C) The most important activity of the salesperson is to answer objections to clear the way to use a closing technique. 
D) Closing techniques are especially handy in door-to-door sales of low-priced products. 
E) The best closing methods rely on some type of trickery.

Question 6

Robby finds himself in the awkward position of not having the product Verna's office needs to solve its current problem. As a truly professional salesperson, Robby uses a consultative selling philosophy and will probably:

Accepted Answer

A) recommend a competitor's product if he knows of one that will solve this particular problem. 
B) show Verna that what she thinks is a problem isn't really all that bad. 
C) apologize and leave without making a fuss. 
D) discontinue calling on Verna. 
E) do none of the above 
A) recommend a competitor's product if he knows of one that will solve this particular problem. 
B) show Verna that what she thinks is a problem isn't really all that bad. 
C) apologize and leave without making a fuss. 
D) discontinue calling on Verna. 
E) do none of the above

Question 7

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

Accepted Answer

A) feedback on business 
B) frequency of business 
C) function of buyer 
D) freight of buyer 
E) free on board 
A) feedback on business 
B) frequency of business 
C) function of buyer 
D) freight of buyer 
E) free on board

Question 8

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 9

Alex has just returned from an unsuccessful sales presentation. Everything went well but he was unable to obtain a commitment from the prospect. What should Alex do?

Accepted Answer

Alex should review his presentation and

Question 10

What is a wiki and how can a company use a wiki to assist salespeople?

Accepted Answer

A wiki is a web site where par

Question 11

In the opening profile Todd Pollock describes successful inside salespeople as having all of the following qualities EXCEPT:

Accepted Answer

A) dissonance. 
B) hard work. 
C) creativity. 
D) organization. 
E) humility. 
A) dissonance. 
B) hard work. 
C) creativity. 
D) organization. 
E) humility.

Question 12

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

Accepted Answer

the benefi

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

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 15

How can a salesperson obtain commitment without being manipulative?

Accepted Answer

Several principles can be followed in or

Question 16

Once the buyer has said, "Yes," the salesperson needs to:

Accepted Answer

A) surprise the buyer with unexpected product features. 
B) show excitement when the buyer signs the sales contract. 
C) encourage feelings of postpurchase dissonance. 
D) follow-up to make sure the buyer is pleased with his or her purchase 
E) do all of the above 
A) surprise the buyer with unexpected product features. 
B) show excitement when the buyer signs the sales contract. 
C) encourage feelings of postpurchase dissonance. 
D) follow-up to make sure the buyer is pleased with his or her purchase 
E) do all of the above

Question 17

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

Accepted Answer

A) True 
 B)False

Question 18

If you have done your job well and the buyer truly needs your product, what attitude should a salesperson take regarding obtaining commitment?

Accepted Answer

you deserv

Question 19

After Sebastian had purchased the HEP-A vacuum for $819, he worried that he might have gotten a vacuum cleaner just as good for less money if he had continued searching. What is the name for what is causing Sebastian to feel anxious?

Accepted Answer

buyer's re

Question 20

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.

A probing method of closing utilizes suggestion selling to analyze hesitation on the part of the buyer.

Which of the following statements about the probing method of obtaining commitment is true?

The most common type of discount is the quantity discount.

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

Which of the following statements about closing techniques is true?

Robby finds himself in the awkward position of not having the product Verna's office needs to solve its current problem. As a truly professional salesperson, Robby uses a consultative selling philosophy and will probably:

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

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

Alex has just returned from an unsuccessful sales presentation. Everything went well but he was unable to obtain a commitment from the prospect. What should Alex do?

What is a wiki and how can a company use a wiki to assist salespeople?

In the opening profile Todd Pollock describes successful inside salespeople as having all of the following qualities EXCEPT:

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

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

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

How can a salesperson obtain commitment without being manipulative?

Once the buyer has said, "Yes," the salesperson needs to:

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

If you have done your job well and the buyer truly needs your product, what attitude should a salesperson take regarding obtaining commitment?

After Sebastian had purchased the HEP-A vacuum for $819, he worried that he might have gotten a vacuum cleaner just as good for less money if he had continued searching. What is the name for what is causing Sebastian to feel anxious?

Selling and Sales-People

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

Strength-Ening the Presentation

Responding to Objections

Formal Negotiating

Building Partnering Relationships

Building Long-Term Partnerships

Managing Your Time and Territory

Managing Within Your Company

Managing Your Career

Filters

Exam 11: Obtaining Commitment

A probing method of closing utilizes suggestion selling to analyze hesitation on the part of the buyer.

Which of the following statements about the probing method of obtaining commitment is true?

The most common type of discount is the quantity discount.

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

Which of the following statements about closing techniques is true?

Robby finds himself in the awkward position of not having the product Verna's office needs to solve its current problem. As a truly professional salesperson, Robby uses a consultative selling philosophy and will probably:

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

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

Alex has just returned from an unsuccessful sales presentation. Everything went well but he was unable to obtain a commitment from the prospect. What should Alex do?

What is a wiki and how can a company use a wiki to assist salespeople?

In the opening profile Todd Pollock describes successful inside salespeople as having all of the following qualities EXCEPT:

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

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

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

How can a salesperson obtain commitment without being manipulative?

Once the buyer has said, "Yes," the salesperson needs to:

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

If you have done your job well and the buyer truly needs your product, what attitude should a salesperson take regarding obtaining commitment?

After Sebastian had purchased the HEP-A vacuum for $819, he worried that he might have gotten a vacuum cleaner just as good for less money if he had continued searching. What is the name for what is causing Sebastian to feel anxious?

Selling and Sales-People

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

Strength-Ening the Presentation

Responding to Objections

Formal Negotiating

Building Partnering Relationships

Building Long-Term Partnerships

Managing Your Time and Territory

Managing Within Your Company

Managing Your Career

Filters