Question 1

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

Accepted Answer

A) True 
 B)False

Question 2

Harold rents mailing lists. With the _____ method of obtaining commitment, Harold might ask a customer concerned about the cost of mailing lists, "What If I could guarantee that this list had no duplicate addresses, would you be interested in renting it?"

Accepted Answer

A) alternative choice 
B) benefit summary 
C) direct request 
D) minor point 
E) probing

Question 3

The benefit summary method for obtaining commitment is best used in which of the following situations?

Accepted Answer

A) getting a reorder on latex gloves 
B) purchase of a corporate jet that takes several meetings to hammer out all the details 
C) a department store's order of Hamilton Beach blenders for a tropical sale 
D) purchase of lobster to be served at a wedding feast 
E) none of the above

Question 4

When the telemarketer who was trying to get Chloe to change long-distance service asked Chloe, "Are you ready to switch now?", he was using the _____ closing method.

Accepted Answer

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

Question 5

When closing a sale, there should be no surprises for the buyer.

Accepted Answer

A) True 
 B)False

Question 6

The owner of Molly's Gift Shop ordered a brass sculpture from The Brass Baron, a distributor of garden whimsy, for $200. The invoice she received from The Brass Baron read, "2/15, n/30," and arrived on March 1. How much will she have to pay if she pays the invoice by March 11?

Accepted Answer

A) $196 
B) $200 
C) $190 
D) $100 
E) $150

Question 7

The balance sheet method of closing can often insult a buyer's intelligence.

Accepted Answer

A) True 
 B)False

Question 8

To achieve success in obtaining commitment, salespeople should:

Accepted Answer

A) maintain a positive attitude. 
B) let the customer set the pace. 
C) be assertive instead of aggressive. 
D) sell the right product in the right amounts. 
E) do all of the above

Question 9

"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 10

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 11

Why is it important for salespeople to become skilled in obtaining prospect commitment?

Accepted Answer

A) It helps in need discovery. 
B) It helps in handling objections. 
C) It is intrinsically and extrinsically rewarding. 
D) It increases their need to take part in sales training. 
E) Skill in obtaining prospect commitment is important for all of the above reasons.

Question 12

Kendra is the new owner of a catering company. She got an invoice for a new walk-in refrigerator in the mail which contained the phrase "2/10, n/30." How would you explain this to her?

Accepted Answer

A) It means she can earn a ten percent discount if she pays within two days of receiving the bill; otherwise it is due at the end of the month. 
B) It means she can earn a twenty percent discount if she pays within ten days of receiving the bill; otherwise it is due at the end of the month. 
C) It means she can earn a two percent discount if she pays within ten days of the invoice date; otherwise the full amount is due in thirty days. 
D) It means she can earn a thirty percent discount if she pays within two days of receiving the bill, or a ten percent discount if she pays by the end of the month. 
E) It means she can earn a ten percent discount if she pays within two days of receiving the bill; she will pay a ten percent penalty if it is not paid within thirty days.

Question 13

The owner of Molly's Gift Shop ordered a brass sculpture from The Brass Baron, a distributor of garden whimsy, for $225. The invoice she received from The Brass Baron read, "2/15, n/30," and arrived on March 19. How much will she have to pay if she pays the invoice by April 10?

Accepted Answer

A) $195 
B) $220.50 
C) $225 
D) $229.50 
E) $247.50

Question 14

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 15

With which type of personality is the balance sheet method of obtaining a commitment most likely to be successful?

Accepted Answer

A) amiable 
B) driver 
C) expressive 
D) motivator 
E) analytical

Question 16

Just as the salesperson was ready to ask for a commitment to buy from the purchasing agent, the agent asked, "I will be getting a ten percent discount for an order this large, won't I?" What is the term used for this sort of a condition?

Accepted Answer

The answer of Just as the salesperson was ready to...

Question 17

To use the Ben Franklin close correctly, Maggie must be certain she is listing the tangible features (rather than the less tangible benefits) on the T she has drawn.

Accepted Answer

A) True 
 B)False

Question 18

Effective methods of gaining commitment will work even if the buyer does not trust the salesperson, the selling company, and the product.

Accepted Answer

A) True 
 B)False

Question 19

Describe two situations in which the benefit summary method of obtaining commitment is most effective. Why?

Accepted Answer

The answer of Describe two situations in which the benefit...

Question 20

After important decisions, buyers may feel a little insecure about whether the choice was a wise one. This insecurity is called:

Accepted Answer

A) postpurchase dissonance. 
B) regret at leisure. 
C) prisoner's dilemma. 
D) buyer's apology. 
E) the inequity of choices.

Exam 11: Obtaining Commitment

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

Harold rents mailing lists. With the _____ method of obtaining commitment, Harold might ask a customer concerned about the cost of mailing lists, "What If I could guarantee that this list had no duplicate addresses, would you be interested in renting it?"

The benefit summary method for obtaining commitment is best used in which of the following situations?

When the telemarketer who was trying to get Chloe to change long-distance service asked Chloe, "Are you ready to switch now?", he was using the _____ closing method.

When closing a sale, there should be no surprises for the buyer.

The owner of Molly's Gift Shop ordered a brass sculpture from The Brass Baron, a distributor of garden whimsy, for $200. The invoice she received from The Brass Baron read, "2/15, n/30," and arrived on March 1. How much will she have to pay if she pays the invoice by March 11?

The balance sheet method of closing can often insult a buyer's intelligence.

To achieve success in obtaining commitment, salespeople should:

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

Why is it important for salespeople to become skilled in obtaining prospect commitment?

Kendra is the new owner of a catering company. She got an invoice for a new walk-in refrigerator in the mail which contained the phrase "2/10, n/30." How would you explain this to her?

The owner of Molly's Gift Shop ordered a brass sculpture from The Brass Baron, a distributor of garden whimsy, for $225. The invoice she received from The Brass Baron read, "2/15, n/30," and arrived on March 19. How much will she have to pay if she pays the invoice by April 10?

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?

With which type of personality is the balance sheet method of obtaining a commitment most likely to be successful?

Just as the salesperson was ready to ask for a commitment to buy from the purchasing agent, the agent asked, "I will be getting a ten percent discount for an order this large, won't I?" What is the term used for this sort of a condition?

To use the Ben Franklin close correctly, Maggie must be certain she is listing the tangible features (rather than the less tangible benefits) on the T she has drawn.

Effective methods of gaining commitment will work even if the buyer does not trust the salesperson, the selling company, and the product.

Describe two situations in which the benefit summary method of obtaining commitment is most effective. Why?

After important decisions, buyers may feel a little insecure about whether the choice was a wise one. This insecurity is called: