Question 1

What should the salesperson NOT do if he or she fails to obtain commitment from a prospect?
A) Show honest disappointment.
B) Make plans to keep in contact with the prospect.
C) Leave something behind with his or her company's name, logo, phone number and/or Web site imprinted on it.
D) Thank the prospect for his or her time.
E) Ask the prospect for permission to send him or her product literature mailings.

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Question 2

Why should a salesperson never apologize for a price he or she quotes a prospect?

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Question 3

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

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Question 4

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

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Question 5

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?

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Question 6

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

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Question 7

How can a salesperson obtain commitment without being manipulative?

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Question 8

Is there a right time to obtain commitment? How do customers let salespeople know they are ready to buy?

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Question 9

How should a salesperson interpret a question such as, "How soon would you be able to deliver the machine?"

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Question 10

What is typically the last element of any deal to be presented and discussed?

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Question 11

What does FOB mean? What are the differences among FOB origin, FOB destination, and FOB installed?

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Question 12

Death on Demand bookstore received an invoice dated May 2 from a publisher that read, "2/10, n30" and told the owner she owed a total of $600. How much should she pay if she pays the bill on June 1?

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Question 13

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

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Question 14

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?

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Question 15

Death on Demand bookstore received an invoice dated May 2 from a publisher that read, "2/10, n30" and told the owner she owed a total of $600. How much should she pay if she pays the bill on May 3?

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Question 16

After completing the sale, Elaine likes to visit with the buyer and talk about family and mutual friends. Elaine feels this is a good way to build a long-term relationship with her customers. What do you think about Elaine's idea?

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Question 17

Robby finds himself in the awkward position of not having the product Verna's office needs to solve its current problem. As a truly professional salesperson, Robby uses a consultative selling philosophy and will probably:
A) recommend a competitor's product if he knows of one that will solve this particular problem
B) show Verna that what she thinks is a problem isn't really all that bad
C) apologize and leave without making a fuss
D) discontinue calling on Verna
E) do none of the above

Accepted Answer

A consultative selling philosophy involves putting the client's needs first and providing solutions to their problems, even if it means recommending a competitor's product. Hence, recommending a competitor's product that could solve the current problem is the best choice for Robby in this situation.

Question 18

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?

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Question 19

What are the two types of quantity discounts offered by businesses?

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Question 20

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

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Quiz 12: Obtaining Commitment

What should the salesperson NOT do if he or she fails to obtain commitment from a prospect?