Question 1

Why is it important for salespeople to become skilled in obtaining prospect commitment?
A) It increases the time spent with the buyer.
B) It helps in selling products to the buyer who doesn't need it.
C) It is intrinsically and extrinsically rewarding.
D) It is easier to convince the buyer to do the seller a favor by buying the product.
E) Skill in obtaining prospect commitment is important for all of the above reasons.

Accepted Answer

Obtaining prospect commitment is rewarding because it leads to successful sales outcomes and personal satisfaction for the salesperson, enhancing both intrinsic and extrinsic motivation.

Question 2

The decision to buy or not to buy should not focus on a signature.

Accepted Answer

The decision to buy or not to buy a product should be based on multiple factors such as need, budget, quality, reputation, and personal preferences. A signature is not a significant factor that should influence the decision-making process.

Question 3

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 during the upcoming year,it will get a 20 percent discount on each aquarium.This savings is referred to as a:
A) cumulative discount.
B) promotional allowance.
C) trade discount.
D) functional discount.
E) single-order discount.

Accepted Answer

A cumulative discount is a price reduction given to a buyer for purchasing a certain quantity over a specified period, which applies here as the discount is based on the total number of tanks bought over the year.

Question 4

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,:
A) the price will increase by three percent.
B) he will get a three percent discount.
C) he will get a 10 percent discount.
D) the price will be tripled.
E) he will get no discount.

Accepted Answer

"3/10, EOM" refers to a discount of 3% if the invoice is paid within 10 days of the end of the month. In this case, if the store owner pays by November 2, they will qualify for the 3% discount.

Question 5

Kendall is the new owner of a catering company.She receives an invoice for a new walk-in refrigerator which mentions "2/10,n/30." Which of the following statements best explains this?
A) She can earn a ten percent discount if she pays within two days of receiving the bill; otherwise it is due at the end of the month.
B) She can earn a twenty percent discount if she pays within ten days of receiving the bill; otherwise it is due at the end of the month.
C) She can earn a two percent discount if she pays within ten days of the invoice date; otherwise the full amount is due in thirty days.
D) She can earn a thirty percent discount if she pays within two days of receiving the bill, or a ten percent discount if she pays by the end of the month.
E) She can earn a ten percent discount if she pays within two days of receiving the bill; she will pay a ten percent penalty if it is not paid within thirty days.

Accepted Answer

"2/10,n/30" means that if the invoice is paid within 10 days from the date of the invoice, a 2% discount can be earned. Otherwise, the full amount is due within 30 days.

Question 6

Most sales take only one call to complete.

Accepted Answer

Most sales require multiple interactions and follow-ups before they are completed. According to a study by Marketing Donut, it takes an average of five follow-up interactions to close a sale.

Question 7

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

While the salesperson's job is critical in obtaining commitment, it is not over once commitment is achieved. They must coordinate with other departments in the company to ensure the sale is completed successfully, including delivery, installation, and ongoing support.

Question 8

Which of the following statements is true of obtaining commitment from a buyer?
A) Even without a buyer's commitment, a sale can take place.
B) Obtaining commitment deals only with securing an order.
C) The process of obtaining commitment occurs only toward the end of any sales call.
D) If obtaining commitment fails for any reason, the salesperson should argue or show his disappointment to the prospect.
E) Salespeople gain commitment repeatedly, for instance, when checking to see whether the customer's entire needs have been identified.

Accepted Answer

Obtaining commitment from a buyer occurs throughout the sales process, not just at the end. Salespeople should gain commitment repeatedly by checking with the customer to ensure that their needs have been fully understood and addressed. Option A is incorrect as a sale requires commitment from the buyer. Option B is incorrect as obtaining commitment goes beyond just securing an order. Option D is incorrect as arguing or showing disappointment is not a productive way to handle a failed commitment.

Question 9

When closing a sale,there should be no surprises for the buyer.

Accepted Answer

When closing a sale, it is important to ensure that the buyer fully understands the terms and conditions of the purchase. There should be no hidden or surprise costs or information that could cause the buyer to feel misled or dissatisfied with the transaction. This helps to build trust and a positive reputation for the seller.

Question 10

The balance sheet method of obtaining commitment will never insult a buyer's intelligence.

Accepted Answer

The balance sheet method, which involves listing pros and cons to persuade a buyer, can sometimes be seen as manipulative or simplistic, potentially insulting a buyer's intelligence if they feel their concerns are not being fully appreciated or understood.

Question 11

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 fewer than 12 bird feeders are ordered,she will not receive the _____ discount.
A) functional
B) trade
C) quantity
D) promotional
E) managerial

Accepted Answer

The discount that the owner of Sherwyn's Hardware will receive is based on the quantity of Mandarin bird feeders ordered. Therefore, the appropriate term to describe this discount is a quantity discount.

Question 12

After making a sale,the salesperson should avoid a follow up,as the customer might get annoyed.

Accepted Answer

Following up with a customer after making a sale is important to ensure customer satisfaction and build a long-term relationship. However, the follow-up should be done in a timely and appropriate manner, without being pushy or annoying.

Question 13

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.

Accepted Answer

Over-excitement can come across as insincerity or trying too hard, which could make prospects suspicious of the salesperson's honesty.

Question 14

Which of the following statements is true of shipping costs?
A) FOB installed indicates that the title and responsibility are transferred before the equipment is installed and used for operation.
B) FOB origin is also referred to as FOB installed.
C) The terms and conditions of a sale exclude shipping costs involved in transporting the goods.
D) Shipping costs are solely borne by the seller.
E) FOB destination means the buyer will take responsibility for the goods once they reach the buyer's location, and the seller will pay the freight.

Accepted Answer

FOB destination means that the seller is responsible for shipping the goods and paying the freight until the goods reach the buyer's location. Once the goods reach the buyer's location, the buyer takes responsibility for the goods. Therefore, shipping costs are not solely borne by the seller, and FOB origin is not the same as FOB installed. FOB installed indicates that the title and responsibility are transferred before the equipment is installed and used for operation, not necessarily involving shipping costs. The terms and conditions of a sale may or may not exclude shipping costs, depending on the agreement between the parties.

Question 15

The owner of Molly's Gift Shop ordered a brass sculpture from The Brass Baron,a distributor of gardening equipment.The invoice she received from The Brass Baron read,"2/15,n/30," and arrived on March 19.If she pays the invoice on April 10:
A) she will get a two percent discount.
B) the price will increase by two percent.
C) she will get no discount.
D) she will get a 15 percent discount.
E) the price will be doubled.

Accepted Answer

The "2/15, n/30" notation means that the owner of Molly's Gift Shop can take a 2% discount if she pays within 15 days, or she can pay the full amount within 30 days with no discount. Since she received the invoice on March 19 and pays on April 10, she missed the deadline for the discount and will need to pay the full amount with no discount. Therefore, the best choice is answer choice C - she will get no discount.

Question 16

Which of the following statements is true of closing techniques?
A) Salespeople are advised to concentrate on closing orders rather than on developing relationships with customers.
B) Customers make a buying decision, rather than the salesperson closing the sale.
C) A high pressure close is necessary when the sales person has done a good job throughout the process of obtaining commitment.
D) For very low-priced products (as in door-to-door magazine sales), closing techniques decreases the chances of a sale.
E) Closing receives very little emphasis in sales training.

Accepted Answer

The statement that customers make a buying decision, rather than the salesperson closing the sale, is true. Effective salespeople focus on building a rapport with their customers and guiding them through the buying process, rather than using high-pressure closing techniques. Ultimately, the decision to buy is up to the customer, and the salesperson's job is to facilitate that decision-making process.

Question 17

Part of being honest as a salesperson is showing disappointment you feel if your prospect does not commit to do business with you.

Accepted Answer

While honesty is important in sales, it is not appropriate to show disappointment if a prospect chooses not to do business with you. It is better to accept their decision gracefully and continue to build a positive relationship with them for future opportunities.

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 should:
A) decrease the price if the buyer seems to be uninterested.
B) avoid follow-ups as it might push the buyer to buy.
C) not pressurize the customer into making a commitment.
D) ask the buyer to do him a favor and buy his product.
E) do or expect all of the above.

Accepted Answer

Pressurizing the customer into making a commitment can lead to them feeling uncomfortable and could damage the relationship between the salesperson and the customer. Instead, it is better to allow the customer to make their own decision without any undue influence. Choosing options A, B, D, or E would not be effective strategies and could potentially harm the sale or the ongoing relationship with the customer.

Question 19

A probing method of obtaining commitment utilizes a series of questions to discover the reason behind a buyer's hesitation.

Accepted Answer

This is true. A probing method of obtaining commitment involves asking the buyer a series of questions to understand their hesitation and address any concerns they may have. This allows the salesperson to provide more tailored solutions and increase the likelihood of the buyer making a commitment.

Question 20

A salesperson must uncover the reasons behind his or her inability to obtain commitment.

Accepted Answer

This statement is true as a salesperson must analyze and identify the reasons behind their inability to obtain a commitment from a potential customer in order to improve their sales techniques and increase their chances of success.

Quiz 11: Obtaining Commitment

Why is it important for salespeople to become skilled in obtaining prospect commitment?

The decision to buy or not to buy should not focus on a signature.

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 during the upcoming year,it will get a 20 percent discount on each aquarium.This savings is referred to as a:

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,:

Kendall is the new owner of a catering company.She receives an invoice for a new walk-in refrigerator which mentions "2/10,n/30." Which of the following statements best explains this?

Most sales take only one call to complete.

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.

Which of the following statements is true of obtaining commitment from a buyer?

When closing a sale,there should be no surprises for the buyer.

The balance sheet method of obtaining commitment will never insult a buyer's intelligence.

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 fewer than 12 bird feeders are ordered,she will not receive the _____ discount.

After making a sale,the salesperson should avoid a follow up,as the customer might get annoyed.

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.

Which of the following statements is true of shipping costs?

The owner of Molly's Gift Shop ordered a brass sculpture from The Brass Baron,a distributor of gardening equipment.The invoice she received from The Brass Baron read,"2/15,n/30," and arrived on March 19.If she pays the invoice on April 10:

Which of the following statements is true of closing techniques?

Part of being honest as a salesperson is showing disappointment you feel if your prospect does not commit to do business with you.

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 should:

A probing method of obtaining commitment utilizes a series of questions to discover the reason behind a buyer's hesitation.

A salesperson must uncover the reasons behind his or her inability to obtain commitment.