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.

Question

Quizplus · 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.

Which of the Following Statements Is True of Obtaining Commitment