Question 1

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?

Accepted Answer

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Question 2

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

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Question 3

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 customer's needs first and providing solutions that meet those needs, even if it means recommending a competitor's product. Therefore, the best choice for Robby in this situation is to recommend a competitor's product if he knows of one that will solve Verna's problem.

Question 4

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

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Question 5

In "Needed: Knowledge to Close the Deal" Matt Moore and Keith De La Rue describe the "golden triangle" of knowledge salespeople need. Describe the golden triangle.

Accepted Answer

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Question 6

How can a salesperson obtain commitment without being manipulative?

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Question 7

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.
A)direct request
B)minor point
C)direct action
D)standing-room-only
E)assumptive

Accepted Answer

The sales rep appears to be using the assumptive closing method as he is assuming that Rashmi's nursing home facility is ready to place an order and he is already writing up an initial order without explicitly asking for the sale.

Question 8

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?

Accepted Answer

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Question 9

Which of the following is a reason why salespeople fail to obtain commitment?
A)fear of asking
B)displaying unwarranted excitement
C)poor presentation
D)the habit of talking too much
E)all of the above

Accepted Answer

All of the above are reasons why salespeople fail to obtain commitment. Fear of asking, displaying unwarranted excitement, poor presentation, and the habit of talking too much can all contribute to a lack of commitment from the customer.

Question 10

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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Question 11

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

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Question 12

What is a wiki and how can a company use a wiki to assist salespeople?

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Question 13

The real estate agent told the prospective home buyers, "You seem to really like that last house we looked at, so I better let you know 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." The real estate agent appears to be using which traditional closing method?
A)emotional
B)minor point
C)direct action
D)standing-room-only
E)assumptive

Accepted Answer

The real estate agent is using the "standing-room-only" closing method, which creates a sense of urgency by suggesting that there is limited availability or time to act.

Question 14

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.

Accepted Answer

Showing honest disappointment can create a negative impression and may damage the relationship with the prospect. It's important to remain professional and positive.

Question 15

Which of the traditional closing methods is based on getting the buyer perceiving himself or herself as an "agreeable" person?
A)direct request
B)minor point close
C)emotional close
D)continuous yes close
E)assumptive close

Accepted Answer

The continuous yes close method involves asking a series of questions that are designed to be answered with "yes," leading the buyer to perceive themselves as agreeable and more likely to continue agreeing to the final purchase.

Question 16

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

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Question 17

Which of the following is a major reason why salespeople fail to obtain commitment?
A)fear of asking
B)fear of exhibiting too much excitement
C)using too much two-way communication
D)listening and not doing
E)all of the above

Accepted Answer

Fear of asking is a major reason why salespeople fail to obtain commitment. Salespeople may be afraid of rejection, and may avoid asking for the sale out of fear of hearing the customer say no.

Question 18

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

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Question 19

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

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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 answer of The customer has agreed to buy a...

Quiz 11: Obtaining Commitment

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?

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

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:

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

In "Needed: Knowledge to Close the Deal" Matt Moore and Keith De La Rue describe the "golden triangle" of knowledge salespeople need. Describe the golden triangle.

How can a salesperson obtain commitment without being manipulative?

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.

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?

Which of the following is a reason why salespeople fail to obtain commitment?