Question 1

One psychological moment governs the complete success or failure of a sales presentation.

Accepted Answer

Success in sales presentations is typically influenced by a combination of factors including preparation, understanding customer needs, communication skills, and the ability to handle objections, rather than being determined by a single moment.

Question 2

The chances to obtain commitment increase rapidly when a salesperson tries to sell too many or too few units.

Accepted Answer

This statement is false. Selling too many or too few units can actually decrease the chances of obtaining commitment from the customer. It is important for the salesperson to understand the customer's needs and provide solutions that meet those needs, rather than trying to push for a specific number of units.

Question 3

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.

Accepted Answer

FOB origin means the buyer is responsible for paying the shipping costs.

Question 4

The right time to attempt to gain commitment is when a buyer appears ready,as evidenced by buying signals.

Accepted Answer

When a buyer appears ready, as evidenced by buying signals, it is the right time to attempt to gain commitment. Buyers may show buying signals in various ways, such as asking specific questions about the product, expressing interest in the product's features or benefits, or showing positive body language. By recognizing these signals, salespeople can take advantage of the opportune moment to close the sale and gain commitment from the buyer.

Question 5

Obtaining commitment is important in moving a sales account through the relationship process.

Accepted Answer

Obtaining commitment ensures that the customer is fully invested in the relationship and is more likely to follow through with future purchases and recommendations. It is an essential step in building long-term customer loyalty.

Question 6

"Free on board (FOB)installed" means that title and responsibility are transferred before an equipment is installed and operating properly.

Accepted Answer

FOB installed means title and responsibility are transferred only after the equipment is installed and operating properly.

Question 7

Typically,high-pressure closing is necessary when the salesperson has done a good job throughout the entire process of a sales call.

Accepted Answer

High-pressure closing is usually not necessary or recommended, regardless of how well the salesperson has performed throughout the sales call. It can make the customer feel uncomfortable and may result in only short-term gain rather than building long-term relationships. It is better to let the customer make their own decision based on the information provided and their needs.

Question 8

Salespeople should rely solely on trial orders.

Accepted Answer

Salespeople should not solely rely on trial orders as it may not be a sustainable business strategy in the long run. They should also focus on building long-term relationships with customers and providing excellent customer service to ensure repeat business.

Question 9

Assertive salespeople attempt to create new needs in customers through persuasion.

Accepted Answer

Assertive salespeople focus on understanding and fulfilling existing needs of customers rather than creating new needs through persuasion.

Question 10

The most common type of discount is the quantity discount.

Accepted Answer

Quantity discounts are the most common type of discount, offered to customers who purchase larger quantities of a product or service. Other types of discounts include seasonal discounts, trade discounts, cash discounts, and coupons.

Question 11

The most straightforward,effective method of obtaining commitment is the benefit summary method.

Accepted Answer

The most straightforward and effective method of obtaining commitment is often considered to be the direct request method, where you directly ask for the commitment. The benefit summary method, which involves summarizing all the benefits the buyer will receive, is effective in reinforcing the value proposition but not necessarily the most straightforward method for obtaining commitment.

Question 12

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.

Accepted Answer

The answer of Assertive salespeople control the sales interaction but...

Question 13

The process of obtaining commitment always occurs at the end of a sales call.

Accepted Answer

The process of obtaining commitment can happen throughout the entire sales call, but ideally should occur at the end.

Question 14

Because most salespeople ask closing questions,the final close is a natural part of the ongoing dialogue.

Accepted Answer

This is true, as the final close is usually the culmination of the sales conversation where the salesperson asks for a commitment or decision from the prospect.

Question 15

The Ben Franklin method of closing a sale is used to list only the advantages of the product or service,not the disadvantages.

Accepted Answer

The Ben Franklin method involves listing both the pros and cons (advantages and disadvantages) of a product or service to help the customer make an informed decision.

Question 16

A trial order is no commitment.

Accepted Answer

A trial order allows a customer to test out a product or service before committing to a larger order. It is not a binding agreement to purchase.

Question 17

Salespeople should never apologize for the price they present.

Accepted Answer

Apologizing for the price can undermine the value of the product or service and suggest that the salesperson lacks confidence in what they are selling.

Question 18

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.

Accepted Answer

2/10, n/30 means a 2% discount is available if the bill is paid within 10 days; otherwise, the net (full) amount is due within 30 days.

Question 19

Even without a buyer's commitment,sale can take place.

Accepted Answer

A sale requires a buyer's commitment to purchase the item or service being offered.

Question 20

Partnering methods of obtaining commitment are designed to reduce or eliminate choice.

Accepted Answer

Partnering methods of obtaining commitment are designed to enhance collaboration and mutual agreement, not to reduce or eliminate choice. They aim to create a cooperative relationship where all parties have input and choice in the decision-making process.

Quiz 11: Obtaining Commitment