Question 1

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 2

Candace enjoys going to see prospects. They always have a nice visit. Since she assumes the prospect will buy when he or she is ready, there is really no need for her to be pushy; so they talk about whatever the customer wants. Candace is a(n) _____ salesperson.

Accepted Answer

A) optimistic 
B) submissive 
C) assertive 
D) apathetic 
E) aggressive 
A) optimistic 
B) submissive 
C) assertive 
D) apathetic 
E) aggressive

Question 3

When the prospect leans forward, catches the salesperson's eye, and says, "This is a great product you're selling. I don't know why someone didn't come up with this product years ago," the salesperson is correct in perceiving these actions as:

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 4

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 5

The difference between FOB destination and FOB installed is FOB destination includes installation.

Accepted Answer

A) True 
 B)False

Question 6

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 2, what amount will she have to pay?

Accepted Answer

A) $147.00 
B) $189.00 
C) $191.00 
D) $200.00 
E) $183.00 
A) $147.00 
B) $189.00 
C) $191.00 
D) $200.00 
E) $183.00

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

Conor's company has studied competitor's offerings, the value delivered by his company's products, and the cost of providing the product to customers. Therefore, Conor should:

Accepted Answer

A) never apologize for the price he quotes. 
B) carefully present price so as to not disturb his prospects. 
C) consider switching to another company. 
D) aggressively discount list prices to ensure customer satisfaction. 
E) adjust prices to avoid overcharging customers. 
A) never apologize for the price he quotes. 
B) carefully present price so as to not disturb his prospects. 
C) consider switching to another company. 
D) aggressively discount list prices to ensure customer satisfaction. 
E) adjust prices to avoid overcharging customers.

Question 9

The most straightforward effective method of obtaining commitment is the:

Accepted Answer

A) benefit summary method. 
B) direct request method. 
C) balance sheet method. 
D) assumptive close. 
E) probing method. 
A) benefit summary method. 
B) direct request method. 
C) balance sheet method. 
D) assumptive close. 
E) probing method.

Question 10

As they walked in from looking at the new Ford Rangers on the lot, Ed, the salesperson, asked Kristy, "Which color do you want, the red or the white?" "White," she relied. "Great, I'll write it up!" responded Ed. Ed is apparently using the _____ closing method.

Accepted Answer

A) assumptive 
B) minor point 
C) probing 
D) indirect request 
E) standing-room-only 
A) assumptive 
B) minor point 
C) probing 
D) indirect request 
E) standing-room-only

Question 11

Jessica has been asking questions throughout her sales presentation and received positive signals from her prospect. When she gets to the final close, Jessica should:

Accepted Answer

A) push harder to get the commitment. 
B) expect the final close to be a natural part of the ongoing dialogue. 
C) offer to re-state the benefits so that the prospect can take the issue into consideration. 
D) anticipate further objections and answer them in advance. 
E) do or expect none of the above. 
A) push harder to get the commitment. 
B) expect the final close to be a natural part of the ongoing dialogue. 
C) offer to re-state the benefits so that the prospect can take the issue into consideration. 
D) anticipate further objections and answer them in advance. 
E) do or expect none of the above.

Question 12

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

Accepted Answer

A) The salesperson should 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 Arabic businesspeople. 
D) This method attempts to bring all pertinent issues into the open. 
E) After successfully dealing with the prospect's concerns, the sales rep should seek commitment. 
A) The salesperson should 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 Arabic businesspeople. 
D) This method attempts to bring all pertinent issues into the open. 
E) After successfully dealing with the prospect's concerns, the sales rep should seek commitment.

Question 13

Buyer's comments are often the best indications that he or she is considering commitment. Which of the following is the best example of buyer offering their own benefit statement?

Accepted Answer

A) "Our computer specialist must confirm that this new inventory system will work with our accounts receivable program." 
B) "Oh good, that cherry color matches the decor in our waiting room." 
C) "We need a guarantee that your company will be able to make weekly deliveries." 
D) "We cannot order from your company unless you guarantee that we will receive a cash discount for orders larger than 20 gross." 
E) None of the above is an example of a benefit statement. 
A) "Our computer specialist must confirm that this new inventory system will work with our accounts receivable program." 
B) "Oh good, that cherry color matches the decor in our waiting room." 
C) "We need a guarantee that your company will be able to make weekly deliveries." 
D) "We cannot order from your company unless you guarantee that we will receive a cash discount for orders larger than 20 gross." 
E) None of the above is an example of a benefit statement.

Question 14

What characterizes assertive salespeople?

Accepted Answer

they are s

Question 15

Because most salespeople ask closing questions, the final close is a natural part of the ongoing dialogue.

Accepted Answer

A) True 
 B)False

Question 16

In "Needed: Knowledge to Close the Deal" Matt Moore and Keith De La Rue describe the "golden triangle" of knowledge salespeople need. Describe the golden triangle.

Accepted Answer

(1) knowledge of sales skills

Question 17

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?

Accepted Answer

The answer of Death on Demand bookstore received an invoice...

Question 18

The real estate agent told the prospective home buyers, "You seem to really like that last house we looked at, so I better let you know that one of the other agents in our office is scheduled to bring another couple out to take a second look at it this afternoon. I think you better go ahead and make an offer on it before it's too late." The real estate agent appears to be using which traditional closing method?

Accepted Answer

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

Question 19

What is the term used for a remark such as, "We can make quick use of your software to improve our inventory management?"

Accepted Answer

The answer of What is the term used for a...

Question 20

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

Accepted Answer

FOB means free on board. FOB origin mean

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.

Candace enjoys going to see prospects. They always have a nice visit. Since she assumes the prospect will buy when he or she is ready, there is really no need for her to be pushy; so they talk about whatever the customer wants. Candace is a(n) _____ salesperson.

When the prospect leans forward, catches the salesperson's eye, and says, "This is a great product you're selling. I don't know why someone didn't come up with this product years ago," the salesperson is correct in perceiving these actions as:

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

The difference between FOB destination and FOB installed is FOB destination includes installation.

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 2, what amount will she have to pay?

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

Conor's company has studied competitor's offerings, the value delivered by his company's products, and the cost of providing the product to customers. Therefore, Conor should:

The most straightforward effective method of obtaining commitment is the:

As they walked in from looking at the new Ford Rangers on the lot, Ed, the salesperson, asked Kristy, "Which color do you want, the red or the white?" "White," she relied. "Great, I'll write it up!" responded Ed. Ed is apparently using the _____ closing method.

Jessica has been asking questions throughout her sales presentation and received positive signals from her prospect. When she gets to the final close, Jessica should:

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

Buyer's comments are often the best indications that he or she is considering commitment. Which of the following is the best example of buyer offering their own benefit statement?

What characterizes assertive salespeople?

Because most salespeople ask closing questions, the final close is a natural part of the ongoing dialogue.

In "Needed: Knowledge to Close the Deal" Matt Moore and Keith De La Rue describe the "golden triangle" of knowledge salespeople need. Describe the golden triangle.

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?

What is the term used for a remark such as, "We can make quick use of your software to improve our inventory management?"

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

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

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.

Candace enjoys going to see prospects. They always have a nice visit. Since she assumes the prospect will buy when he or she is ready, there is really no need for her to be pushy; so they talk about whatever the customer wants. Candace is a(n) _____ salesperson.

When the prospect leans forward, catches the salesperson's eye, and says, "This is a great product you're selling. I don't know why someone didn't come up with this product years ago," the salesperson is correct in perceiving these actions as:

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

The difference between FOB destination and FOB installed is FOB destination includes installation.

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

Conor's company has studied competitor's offerings, the value delivered by his company's products, and the cost of providing the product to customers. Therefore, Conor should:

The most straightforward effective method of obtaining commitment is the:

As they walked in from looking at the new Ford Rangers on the lot, Ed, the salesperson, asked Kristy, "Which color do you want, the red or the white?" "White," she relied. "Great, I'll write it up!" responded Ed. Ed is apparently using the _____ closing method.

Jessica has been asking questions throughout her sales presentation and received positive signals from her prospect. When she gets to the final close, Jessica should:

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

Buyer's comments are often the best indications that he or she is considering commitment. Which of the following is the best example of buyer offering their own benefit statement?

What characterizes assertive salespeople?

Because most salespeople ask closing questions, the final close is a natural part of the ongoing dialogue.

In "Needed: Knowledge to Close the Deal" Matt Moore and Keith De La Rue describe the "golden triangle" of knowledge salespeople need. Describe the golden triangle.

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?

What is the term used for a remark such as, "We can make quick use of your software to improve our inventory management?"

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

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