Question 1

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 2

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 3

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.

Question 4

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.

Question 5

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

Question 6

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 7

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 8

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 9

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

Question 10

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

Accepted Answer

the direct...

Question 11

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

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

Question 13

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 14

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.

Question 15

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

Question 16

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

Accepted Answer

The text gives four reasons. (1) If sale...

Question 17

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 18

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.

Question 19

Most sales take only one call to complete.

Accepted Answer

A) True 
 B)False

Question 20

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...

Exam 11: Obtaining Commitment

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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?

Correct Answerverifiedthe balanc...View AnswerShow Answer

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:

Correct AnswerverifiedShow Answer

Most sales take only one call to complete.

Correct AnswerverifiedShow Answer

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

Correct Answerverifiedthe direct...View AnswerShow Answer

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.

Correct AnswerverifiedShow Answer

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.

Correct AnswerverifiedShow Answer

Which of the following statements about obtaining commitment is FALSE?

Correct AnswerverifiedShow Answer

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.

Correct AnswerverifiedShow Answer

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:

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedThe text gives four reasons. (1) If sale...View AnswerShow Answer

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.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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?

Correct AnswerverifiedThe salesperson needs to remember the fo...View AnswerShow Answer

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

Correct AnswerverifiedNo. First, make sure there are no surpri...View AnswerShow Answer

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

Correct AnswerverifiedShow Answer

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the balanc...
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the direct...
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The text gives four reasons. (1) If sale...
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The salesperson needs to remember the fo...
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No. First, make sure there are no surpri...
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Correct Answer
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