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58.
Candace enjoys meeting potential buyers. They always have a nice time discussing the
products she represents. She assumes that since the prospect will buy when he or she is
ready, there is no need for her to be pushy. She never tries to obtain commitment from the
buyer because of her fear of rejection. Candace is a(n) _____ salesperson.
59.
_____ salespeople are self-confident and positive, and they maintain the proper
perspective by being responsive to customer needs.
60.
Which of the following statements is true of submissive salespeople?
61.
Identify a true statement about trial orders.
62.
A salesperson asks, "Would you like me to place an order for your distribution center
today?" In this scenario, he is using the _____ closing method.
63.
A telemarketer who was trying to get Chloe to change her Internet usage plan asked her,
"Are you ready to switch now?" This scenario indicates that he was using the _____ closing
method.
64.
As Rick attempted to obtain commitment from his prospect, he said, "You stated in your
previous visit that you were looking for a product with a low cost as well as a long life. As
I've mentioned in our previous presentations, our product has the lowest price in its class.
And, according to industry reports, our product lasts 20 percent longer than our major
competitors." This is an example of the:
65.
In which of the following situations is the benefit summary method for obtaining
commitment best used?
66.
As Rhonda discussed Sean's upcoming vacation plans with him, she said, "I know it is a
big decision for you, and you want to be sure that the Great America Adventure Tour that
you have opted for is the right decision for you. Why don't we list the pros and cons? On
the positive side, the tour will allow you to see a unique side of the country. Now, what do
you see on the negative side?" This is a partial example of the _____ method of obtaining
commitment.
67.
The _____ method of closing a sale attempts to bring to the table all issues of concern to
the prospect but does not claim to be able to resolve the issues.
68.
Harold asks his prospects several questions to understand the reasons for their hesitation
in buying his product. He tries to identify all the issues and tries to solve them
immediately. From this scenario, it is evident that he uses the _____ method of obtaining
commitment.
69.
Which of the following statements about the probing method of obtaining commitment is
FALSE?
70.
Which of the following statements is true about the probing method of obtaining
commitment?
71.
Haley, a sales manager at Aesthetic Krafts Company, manages the sales of office furniture
for corporate companies. Recently, she presented two varieties of glass and mahogany
desks to Jackson Realty Company's office managers. She did not want to overwhelm her
customers with a wide range of varieties and designs. Identify the method of obtaining
commitment used by Haley in this scenario.
72.
After important decisions, buyers may feel a little insecure about whether the choice was
a wise one. This insecurity is called:
73.
After two weeks of looking and comparing alternatives, Julie finally bought an iMac
computer. For days following the purchase, she kept pondering if she should have
purchased a different brand. In this scenario, Julie is experiencing _____.
74.
As Warren concluded his meeting with Christina, he said, "Congratulations, I know you're
going to be glad you decided to use our service. There is no finer service available in New
York City. Now let us make sure we get off to a great start! I will be here next Thursday to
begin work." The immediate purpose of this dialogue was to:
75.
Kristy visited a car showroom as she wanted to buy a new car. While she was looking at a
new range of compact luxury sport sedans on display, Edward, the salesperson, asked
Kristy, "Which one do you like, the red one or the black?" "Black," she replied. "Great, I will
write it up!" responded Edward. Kristy was upset as she felt that she was being tricked
into making a commitment. Which of the following traditional closing methods was used
by Edward in this scenario?
11-30
76.
Identify the traditional closing method based on self-perception theory in which the buyer
begins to perceive himself or herself as being agreeable.
77.
John, a sales rep of a pharmaceutical company, begins to fill out the order form as
Mathew, a medical practitioner at St. Gregory's Medical Center, answers questions about
the stock of medicines in the hospital. Which of the following traditional closing methods
is being used by John in this scenario?
78.
A real estate agent told a prospective home buyer, "You seem to really like that last house
we looked at, which is why I am informing you 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." Which of the following
traditional closing methods does the real estate agent appear to be using?
79.
Which of the following is a reason why salespeople fail to obtain commitment?
80.
Which of the following statements is true of creative salespeople?
Short Answer Questions
81.
What are the negative consequences of the traditional emphasis on getting the sale no
matter what?
82.
What are the two types of quantity discounts offered by businesses?
83.
What is typically the last element of any deal to be presented and discussed?
84.
What is meant by the credit term "2/10, n/30"?
85.
Why is free on board (FOB) installed an important term for sellers as well as buyers?
86.
Just as the salesperson was ready to ask for a commitment from a purchasing agent, the
agent said, "I will need a 10 percent discount for an order this large." What is the term
used for this sort of a condition?
87.
Identify one of the main reasons for salespeople's improper attitudes toward obtaining
commitment.
88.
What method of commitment is a salesperson using when he asks the prospect, "How
does my company's system for monitoring refrigeration leaks sound to you?"
11-35
89.
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 using?
90.
After Sebastian purchased the HEPA vacuum cleaner for $819, he became worried that he
could have gotten a vacuum cleaner just as good for less money if he had continued
searching. Identify the term that best describes Sebastian's feeling of anxiousness.
Essay Questions
91.
Give any three reasons why salespeople need to become proficient in obtaining
commitment.
92.
What does FOB mean? Differentiate between FOB origin, FOB destination, and FOB
installed.
93.
Describe submissive salespeople.
94.
Describe assertive salespeople.
95.
Is there a right time to obtain commitment? How do customers let salespeople know they
are ready to buy?
96.
How can a salesperson obtain commitment without being manipulative?
97.
Describe two situations in which the benefit summary method of obtaining commitment is
most effective.
98.
A customer has agreed to buy a multimillion-dollar oil well drilling platform from Tara's
company. As a salesperson, what are the three important points that Tara needs to
remember as she gets her buyer to sign on the form and formalize his commitment to
buy?
99.
Discuss an advantage of the benefit summary method over the direct request method.
100.
How should salespeople bring a sales call to a close?
