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Chapter 11 Obtaining Commitment Answer Key
True / False Questions
1.
Even without a buyer's commitment, sale can take place.
2.
The process of obtaining commitment always occurs at the end of a sales call.
3.
Obtaining commitment is important in moving a sales account through the relationship
process.
4.
Typically, high-pressure closing is necessary when the salesperson has done a good job
throughout the entire process of a sales call.
5.
The most common type of discount is the quantity discount.
6.
In the context of credit terms, 2/10, n/30 indicates a discount of two-tenths from a bill if it
is paid within 30 days.
7.
"Free on board (FOB) installed" means that title and responsibility are transferred before
an equipment is installed and operating properly.
8.
If Mary's Nursery Company in Philadelphia quotes an FOB origin price to a buyer in
Delaware, it means the buyer will pay the shipping costs.
9.
Salespeople should never apologize for the price they present.
10.
The right time to attempt to gain commitment is when a buyer appears ready, as
evidenced by buying signals.
11.
One psychological moment governs the complete success or failure of a sales
presentation.
12.
Because most salespeople ask closing questions, the final close is a natural part of the
ongoing dialogue.
13.
Assertive salespeople control the sales interaction but often do not gain commitment
because they prejudge the customer's needs and fail to probe for information.
14.
The chances to obtain commitment increase rapidly when a salesperson tries to sell too
many or too few units.
15.
Assertive salespeople attempt to create new needs in customers through persuasion.
16.
Salespeople should rely solely on trial orders.
17.
A trial order is no commitment.
18.
The most straightforward, effective method of obtaining commitment is the benefit
summary method.
19.
Partnering methods of obtaining commitment are designed to reduce or eliminate choice.
20.
The Ben Franklin method of closing a sale is used to list only the advantages of the
product or service, not the disadvantages.
21.
The balance sheet method of obtaining commitment will never insult a buyer's
intelligence.
22.
A probing method of obtaining commitment utilizes a series of questions to discover the
reason behind a buyer's hesitation.
23.
After a salesperson obtains commitment, his or her job is over and other departments in
the company take care of the rest of the sale.
24.
When closing a sale, there should be no surprises for the buyer.
25.
The decision to buy or not to buy should not focus on a signature.
26.
After making a sale, the salesperson should avoid a follow-up, as the customer might get
annoyed.
27.
If Louis, a salesperson, appears overly excited when he senses his prospects are about to
commit, they may interpret his reactions as nonverbal cues indicating he is dishonest.
28.
The real reasons for not obtaining commitment must be covered. Only then can
salespeople proceed intelligently to eliminate the barriers that obstruct sales.
29.
Part of being honest as a salesperson is showing the disappointment you feel if your
prospect does not commit to do business with you.
30.
Goodwill is never built by wasting the buyer's time after the business is concluded.
Multiple Choice Questions
31.
Which of the following statements is true of obtaining commitment from a buyer?
32.
Identify a true statement about closing techniques used in a major sale.
33.
Why does a salesperson need to become proficient in obtaining commitment?
34.
David has done his job well in presenting the product, showing how it meets the needs of
his customer, and handling all questions and objections. David should:
35.
If Perkston's Aquatic Store, a retailer of aquarium fish and supplies, buys one 200-gallon
fish tank from Merida's Aquarium Products, it will be billed $329. If it buys more than six in
the upcoming year, it will get a 20 percent discount on each aquarium. This savings is
referred to as a:
36.
The owner of Sherwyn's Hardware will receive a discount of 15 percent if she orders 12 or
more Mandarin bird feeders from Darren Products. If she orders fewer than 12 bird
feeders, she will not receive the _____ discount.
37.
The owner of Molly's Gift Shop ordered a brass sculpture from The Brass Baron, a
distributor of gardening equipment. The invoice she received on March 19 from The Brass
Baron read, "2/15, n/30." If she pays the invoice on April 10:
38.
Kendall is the new owner of a catering company. She receives the invoice for a new walk-
in refrigerator, which mentions "2/10, n/30." Which of the following statements accurately
explains this?
39.
The owner of a pet store ordered $200 worth of bird feed from Cadmia Avicultural
Research Inc. The invoice dated October 18 that was sent to the store owner mentioned
"3/10, EOM." This detail indicates that if the store owner pays the bill on November 2:
40.
Which of the following statements is true of shipping costs?
41.
If Joe's Safety Supply Inc. quotes an FOB destination price to a factory buying five
hazardous waste disposal units, it indicates that:
42.
If Berylia Nursery Company quotes an FOB origin price to a plant retailer, it indicates that:
43.
Betty agreed to purchase a new CT scanner for her hospital under the terms of free on
board (FOB) installed. Identify the terms and conditions of this sale.
44.
Connor, the owner of a start-up, has studied his competitor's offerings, the value delivered
by his company's products, and the cost of providing the product to customers. Based on
this research, he has set the prices for his products. Because of this, Connor should:
45.
Jeremy, a manager at Delsy Fashions Inc., was interested in the fabrics presented by
Derick, a sales executive at Fabon Co. Jeremy had a natural smile and a relaxed forehead
during Derick's presentation. These nonverbal indications by Jeremy are called:
46.
A prospective buyer says, "This is a great product you're selling. I don't know why
someone didn't come up with this product years ago." In this scenario, the salesperson is
most likely to perceive these comments as:
47.
Identify a true statement about the financial terms and conditions of a sale.
48.
Which of the following best exemplifies a prospect offering his or her own benefit
statement?
49.
Which of the following best exemplifies a buyer presenting his or her requirements?
50.
A buyer's comments are often the best indication that he or she is considering
commitment. When the buyer 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 statement as a _____ statement.
51.
Which of the following statements is the best example of a trial close used by a
salesperson selling refrigerator units to supermarkets?
52.
Peter is the marketing manager of Alcafossil Watches Co. The company has introduced a
new line of smartwatches into the market, and Peter is responsible for securing
commitment from clients. Throughout the sales presentation, he asks questions like, "How
does this sound to you so far?" In this scenario, Peter is using _____ to assess the pulse of
the situation.
53.
Jessica has been answering the buyer's questions throughout her sales presentation and
receiving positive signals from the buyer. When she gets to the final close, Jessica should:
54.
Which of the following nonverbal signals indicates that a buyer is ready to make a
commitment?
55.
Which of the following statements about obtaining commitment is FALSE?
56.
_____ salespeople control a sales interaction but often do not gain commitment because
they prejudge the customer's needs and fail to probe for information.
57.
"I don't understand why you're afraid to commit to this new ad program," said Barry, a
sales representative of a popular radio station, to the marketing manager of a large retail
store. "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 ad on air starting the day after tomorrow. No
other radio station offers such an extensive advertising service. So, would you prefer your
ad being broadcast every 60 minutes or every 30 minutes?" In this scenario, Barry would
be classified as a(n) _____ salesperson.
