Question 1

The process of obtaining commitment always occurs at the end of any sales call.

Accepted Answer

A) True 
 B)False

Question 2

_____ 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 3

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 4

Rather than aggressively creating new needs in customers through persuasion, _____ salespeople prospect for customers who truly need their products.

Accepted Answer

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

Question 5

2/10, n30 means two-tenths off if paid within 30 days.

Accepted Answer

A) True 
 B)False

Question 6

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 requirement 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 décor in our waiting room." 
C) "I like the way your company responds to service requests." 
D) "What do we do next?" 
E) "Do you have training facilities for our staff?" 
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 décor in our waiting room." 
C) "I like the way your company responds to service requests." 
D) "What do we do next?" 
E) "Do you have training facilities for our staff?"

Question 7

A trial order will not necessarily lead to a larger commitment.

Accepted Answer

A) True 
 B)False

Question 8

In "Did I miss the Close?" Steve Schlesinger describes the sales negotiation process as wanting this relationship to feel good for both sides.

Accepted Answer

A) True 
 B)False

Question 9

Because of the higher level of involvement Anson gains as an assertive salesperson, he can assume his buyers will remember all the major points discussed in the presentation.

Accepted Answer

A) True 
 B)False

Question 10

Haley sells office furniture. In closing the sale to Jackson Realty Company, she asked the company's office manager, "Shall I order you five chrome and glass desks or five of the mahogany desks?" Which closing method was Haley apparently using?

Accepted Answer

A) the alternative choice method of closing 
B) the assumptive close 
C) the direct request method of closing 
D) the benefit summary close 
E) the balance sheet method of closing 
A) the alternative choice method of closing 
B) the assumptive close 
C) the direct request method of closing 
D) the benefit summary close 
E) the balance sheet method of closing

Question 11

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 May 3?

Accepted Answer

$588 (600)

Question 12

Part of being honest as a salesperson is being willing to show the disappointment you feel if a prospect does not commit to do business with you.

Accepted Answer

A) True 
 B)False

Question 13

"Would you like me to send an order to your distribution center today?" said the salesperson using the _____ closing method.

Accepted Answer

A) benefit summary 
B) direct request 
C) balance sheet 
D) assumptive 
E) alternative choice 
A) benefit summary 
B) direct request 
C) balance sheet 
D) assumptive 
E) alternative choice

Question 14

Which of the following is an example of a salesperson who has obtained commitment?

Accepted Answer

A) Anselmo has decided to call some of Markus's references next week. 
B) Obadiah scheduled a co-op advertising program for Margaret at the Vincent Street Drug Store. 
C) Hugh agreed to let Yvette return next week to analyze his company's computer network. 
D) Mary Ruth gets an order from Hammond's Nursery for two dozen sugar maple trees. 
E) All of the above are examples of salespeople who have obtained commitment. 
A) Anselmo has decided to call some of Markus's references next week. 
B) Obadiah scheduled a co-op advertising program for Margaret at the Vincent Street Drug Store. 
C) Hugh agreed to let Yvette return next week to analyze his company's computer network. 
D) Mary Ruth gets an order from Hammond's Nursery for two dozen sugar maple trees. 
E) All of the above are examples of salespeople who have obtained commitment.

Question 15

What are the two types of quantity discounts offered by businesses?

Accepted Answer

cumulative

Question 16

_____ 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) Aggressive 
B) Assertive 
C) Ambitious 
D) Confident 
E) Compelling 
A) Aggressive 
B) Assertive 
C) Ambitious 
D) Confident 
E) Compelling

The process of obtaining commitment always occurs at the end of any sales call.

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

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.

Rather than aggressively creating new needs in customers through persuasion, _____ salespeople prospect for customers who truly need their products.

2/10, n30 means two-tenths off if paid within 30 days.

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 requirement statement?

A trial order will not necessarily lead to a larger commitment.

In "Did I miss the Close?" Steve Schlesinger describes the sales negotiation process as wanting this relationship to feel good for both sides.

Because of the higher level of involvement Anson gains as an assertive salesperson, he can assume his buyers will remember all the major points discussed in the presentation.

Haley sells office furniture. In closing the sale to Jackson Realty Company, she asked the company's office manager, "Shall I order you five chrome and glass desks or five of the mahogany desks?" Which closing method was Haley apparently using?

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 May 3?

Part of being honest as a salesperson is being willing to show the disappointment you feel if a prospect does not commit to do business with you.

"Would you like me to send an order to your distribution center today?" said the salesperson using the _____ closing method.

Which of the following is an example of a salesperson who has obtained commitment?

What are the two types of quantity discounts offered by businesses?

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

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

The process of obtaining commitment always occurs at the end of any sales call.

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

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.

Rather than aggressively creating new needs in customers through persuasion, _____ salespeople prospect for customers who truly need their products.

2/10, n30 means two-tenths off if paid within 30 days.

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 requirement statement?

A trial order will not necessarily lead to a larger commitment.

In "Did I miss the Close?" Steve Schlesinger describes the sales negotiation process as wanting this relationship to feel good for both sides.

Because of the higher level of involvement Anson gains as an assertive salesperson, he can assume his buyers will remember all the major points discussed in the presentation.

Haley sells office furniture. In closing the sale to Jackson Realty Company, she asked the company's office manager, "Shall I order you five chrome and glass desks or five of the mahogany desks?" Which closing method was Haley apparently using?

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 May 3?

Part of being honest as a salesperson is being willing to show the disappointment you feel if a prospect does not commit to do business with you.

"Would you like me to send an order to your distribution center today?" said the salesperson using the _____ closing method.

Which of the following is an example of a salesperson who has obtained commitment?

What are the two types of quantity discounts offered by businesses?

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

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