Question 1

If Monrovia Nursery Company quotes an FOB origin price to a plant retailer, it means that the:

Accepted Answer

A) retailer will be reimbursed for all plants that died in transit. 
B) Monrovia will pay all shipping costs. 
C) the retailer will pay all shipping costs. 
D) Monrovia and the retailer will split the shipping costs. 
E) Monrovia will take complete responsibility for the product until it is placed in the retailer's hands. 
A) retailer will be reimbursed for all plants that died in transit. 
B) Monrovia will pay all shipping costs. 
C) the retailer will pay all shipping costs. 
D) Monrovia and the retailer will split the shipping costs. 
E) Monrovia will take complete responsibility for the product until it is placed in the retailer's hands.

Question 2

Which of the traditional closing methods is based on getting the buyer perceiving himself or herself as an "agreeable" person?

Accepted Answer

A) direct request 
B) minor point close 
C) emotional close 
D) continuous yes close 
E) assumptive close 
A) direct request 
B) minor point close 
C) emotional close 
D) continuous yes close 
E) assumptive close

Question 3

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

Accepted Answer

A) How does a savings of $30 per month on your refrigeration electricity bill sound? 
B) Are you interested in how the oversized coil works to keep food cold and eliminate defrosting? 
C) How does the ease of mobility of this unit compare with other refrigeration units you have seen? 
D) Do you think you'd be interested in buying the optional illumination signage that comes with our units? 
E) All of the above are examples of trial closes that could be used by a salesperson selling refrigerator display units to obtain buyer commitment. 
A) How does a savings of $30 per month on your refrigeration electricity bill sound? 
B) Are you interested in how the oversized coil works to keep food cold and eliminate defrosting? 
C) How does the ease of mobility of this unit compare with other refrigeration units you have seen? 
D) Do you think you'd be interested in buying the optional illumination signage that comes with our units? 
E) All of the above are examples of trial closes that could be used by a salesperson selling refrigerator display units to obtain buyer commitment.

Question 4

The owner of Scott's Hardware will receive a discount of 15 percent if she orders 12 or more Mandarin bird feeders from Arundale Products. If fewer than 12 bird feeders are ordered, she will not receive the _____ discount.

Accepted Answer

A) functional 
B) trade 
C) quantity 
D) promotional 
E) cash 
A) functional 
B) trade 
C) quantity 
D) promotional 
E) cash

Question 5

Is a salesperson's job done when they get customer commitment? What should the salesperson do next?

Accepted Answer

No. First, make sure there are no surpri

Question 6

Give three reasons why salespeople need to become proficient in obtaining commitment.

Accepted Answer

The text gives four reasons. (1) If sale

Question 7

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.

Accepted Answer

A) direct request 
B) minor point 
C) direct action 
D) standing-room-only 
E) assumptive 
A) direct request 
B) minor point 
C) direct action 
D) standing-room-only 
E) assumptive

Question 8

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

Accepted Answer

The answer of Wesley has just obtained a small order...

Question 9

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.

Accepted Answer

A) True 
 B)False

Question 10

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

Accepted Answer

the direct

Question 11

David has done his job well, presenting the product, showing how it meets the needs of his customer, and handling all questions and objections. David:

Accepted Answer

A) needs to pressure the customer into making the commitment. 
B) should relax and let nature take its course. 
C) deserves the sale. 
D) ask the buyer to do him a favor and buy his product. 
E) should do or expect all of the above. 
A) needs to pressure the customer into making the commitment. 
B) should relax and let nature take its course. 
C) deserves the sale. 
D) ask the buyer to do him a favor and buy his product. 
E) should do or expect all of the above.

Question 12

Arnette's nonverbal behavior suggests she is about ready to accept the offer to do business with Monrovia Nursery Company. These nonverbal cues can also be called:

Accepted Answer

A) closing flags 
B) buying signals 
C) closing links 
D) commitment gatekeepers 
E) purchase influencers 
A) closing flags 
B) buying signals 
C) closing links 
D) commitment gatekeepers 
E) purchase influencers

Question 13

Which of the following statements about obtaining commitment is FALSE?

Accepted Answer

A) Any skill is performed best with a positive attitude. 
B) Customers dislike salespeople who display confidence in themselves, their products, and the company they represent. 
C) Attempts to gain commitment must be geared to the varying reactions of each buyer. 
D) All prospects expect enough information from the salesperson to enable then to evaluate the good or service properly. 
E) Aggressive salespeople control the sales interaction but often fail to gain commitment because they prejudge the customer's needs. 
A) Any skill is performed best with a positive attitude. 
B) Customers dislike salespeople who display confidence in themselves, their products, and the company they represent. 
C) Attempts to gain commitment must be geared to the varying reactions of each buyer. 
D) All prospects expect enough information from the salesperson to enable then to evaluate the good or service properly. 
E) Aggressive salespeople control the sales interaction but often fail to gain commitment because they prejudge the customer's needs.

Question 14

Donna is attempting to close a sale. She takes out a piece of paper and outlines the benefits of adopting her product versus the benefits of staying with the product the prospect is currently using. What approach is Donna taking?

Accepted Answer

the balanc

Question 15

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

Accepted Answer

The answer of What method is used to learn why...

Question 16

Most sales take only one call to complete.

Accepted Answer

A) True 
 B)False

Question 17

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

Accepted Answer

A) discuss with the buyer any important information that he or she will need to enjoy the full benefits of the product. 
B) thank the buyer for his or her business. 
C) reassure the buyer that his or her choice was judicious. 
D) avoid any show of excess excitement or enthusiasm. 
E) do all of the above 
A) discuss with the buyer any important information that he or she will need to enjoy the full benefits of the product. 
B) thank the buyer for his or her business. 
C) reassure the buyer that his or her choice was judicious. 
D) avoid any show of excess excitement or enthusiasm. 
E) do all of the above

Question 18

Buyer's comments are often the best indications that he or she is considering commitment. When the prospect says, "This is a great product you're selling. I don't know why someone didn't come up with this idea years ago," the salesperson should categorize this buyer statement as a _____ statement.

Accepted Answer

A) closing 
B) creeping 
C) benefit 
D) direct-request 
E) synergistic 
A) closing 
B) creeping 
C) benefit 
D) direct-request 
E) synergistic

Question 19

The customer has agreed to buy a multi-million dollar oil well drilling platform from Tara's company. As the salesperson what three important points does she need to remember as she gets her buyer to sign on the dotted line and formalize his commitment to buy?

Accepted Answer

The salesperson needs to remember the fo

Question 20

Todd Pollock states in the opening profile, one of the difficulties of inside sales is your performance is not quantifiable.

Accepted Answer

A) True 
 B)False

If Monrovia Nursery Company quotes an FOB origin price to a plant retailer, it means that the:

Which of the traditional closing methods is based on getting the buyer perceiving himself or herself as an "agreeable" person?

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

The owner of Scott's Hardware will receive a discount of 15 percent if she orders 12 or more Mandarin bird feeders from Arundale Products. If fewer than 12 bird feeders are ordered, she will not receive the _____ discount.

Is a salesperson's job done when they get customer commitment? What should the salesperson do next?

Give three reasons why salespeople need to become proficient in obtaining 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.

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

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.

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

David has done his job well, presenting the product, showing how it meets the needs of his customer, and handling all questions and objections. David:

Arnette's nonverbal behavior suggests she is about ready to accept the offer to do business with Monrovia Nursery Company. These nonverbal cues can also be called:

Which of the following statements about obtaining commitment is FALSE?

Donna is attempting to close a sale. She takes out a piece of paper and outlines the benefits of adopting her product versus the benefits of staying with the product the prospect is currently using. What approach is Donna taking?

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

Most sales take only one call to complete.

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

Buyer's comments are often the best indications that he or she is considering commitment. When the prospect says, "This is a great product you're selling. I don't know why someone didn't come up with this idea years ago," the salesperson should categorize this buyer statement as a _____ statement.

The customer has agreed to buy a multi-million dollar oil well drilling platform from Tara's company. As the salesperson what three important points does she need to remember as she gets her buyer to sign on the dotted line and formalize his commitment to buy?

Todd Pollock states in the opening profile, one of the difficulties of inside sales is your performance is not quantifiable.

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

If Monrovia Nursery Company quotes an FOB origin price to a plant retailer, it means that the:

Which of the traditional closing methods is based on getting the buyer perceiving himself or herself as an "agreeable" person?

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

The owner of Scott's Hardware will receive a discount of 15 percent if she orders 12 or more Mandarin bird feeders from Arundale Products. If fewer than 12 bird feeders are ordered, she will not receive the _____ discount.

Is a salesperson's job done when they get customer commitment? What should the salesperson do next?

Give three reasons why salespeople need to become proficient in obtaining 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.

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

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.

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

David has done his job well, presenting the product, showing how it meets the needs of his customer, and handling all questions and objections. David:

Arnette's nonverbal behavior suggests she is about ready to accept the offer to do business with Monrovia Nursery Company. These nonverbal cues can also be called:

Which of the following statements about obtaining commitment is FALSE?

Donna is attempting to close a sale. She takes out a piece of paper and outlines the benefits of adopting her product versus the benefits of staying with the product the prospect is currently using. What approach is Donna taking?

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

Most sales take only one call to complete.

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

Buyer's comments are often the best indications that he or she is considering commitment. When the prospect says, "This is a great product you're selling. I don't know why someone didn't come up with this idea years ago," the salesperson should categorize this buyer statement as a _____ statement.

The customer has agreed to buy a multi-million dollar oil well drilling platform from Tara's company. As the salesperson what three important points does she need to remember as she gets her buyer to sign on the dotted line and formalize his commitment to buy?

Todd Pollock states in the opening profile, one of the difficulties of inside sales is your performance is not quantifiable.

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