Question 1

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

Accepted Answer

The answer of Is a salesperson's job done when they...

Question 2

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.

Question 3

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

Question 4

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

Accepted Answer

A) True 
 B)False

Question 5

Many of the little decisions that move a customer through the creeping commitment process are buying signals.

Accepted Answer

A) True 
 B)False

Question 6

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

Question 7

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

Accepted Answer

A) True 
 B)False

Question 8

How can a salesperson obtain commitment without being manipulative?

Accepted Answer

The answer of How can a salesperson obtain commitment without...

Question 9

The salesperson asked the prospect, "Do you want the 14-inch high plain-toed boot or the 14-inch high steel-toed boot? Which method for obtaining commitment was the salesperson using?

Accepted Answer

The answer of The salesperson asked the prospect, "Do you...

Question 10

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 11

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

The answer of Alex has just returned from an unsuccessful...

Question 12

"I don't understand why you're afraid to commit to this new ad program," said Barry, sales representative from WKSC. "Our radio station is offering you a chance to be heard around the clock and all over town. If you sign today, we can have your ads on the air starting the day after tomorrow. No one else offers the service you need like that. So, will it be the TAP schedule or the breakfast club package?" The text would classify Barry as what type of salesperson?

Accepted Answer

A)  aggressive 
B)  assertive 
C)  ambitious 
D)  confidant 
E)  compelling

Question 13

To take the pulse of the prospect during a sales situation, Chris should use:

Accepted Answer

A)  buying signals 
B)  closing cues 
C)  trial closes 
D)  objections 
E)  all of the above

Question 14

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

Question 15

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

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

Question 17

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

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

The answer of If you have done your job well...

Question 19

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

Question 20

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

Accepted Answer

A) True 
 B)False

Exam 12: Obtaining Commitment

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

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

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?

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

Many of the little decisions that move a customer through the creeping commitment process are buying signals.

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

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

How can a salesperson obtain commitment without being manipulative?

The salesperson asked the prospect, "Do you want the 14-inch high plain-toed boot or the 14-inch high steel-toed boot? Which method for obtaining commitment was the salesperson using?

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

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?

To take the pulse of the prospect during a sales situation, Chris should use:

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:

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

The most straightforward effective method of obtaining commitment is the:

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

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.

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