Question 1

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

Accepted Answer

When the buyer is closing the sale, they should already know all the details and information about the product or service. Surprises can lead to distrust and can cause the buyer to back out of the sale. Therefore, it is essential to be transparent about all the terms and conditions of the sale before closing it.

Question 2

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

Accepted Answer

Showing disappointment can come across as manipulative and can damage trust with the prospect. It is important to respect the prospect's decision and focus on building a relationship for potential future business opportunities.

Question 3

Why does a salesperson need to become proficient in obtaining commitment?
A) To spend more time with a buyer
B) To sell a product to a buyer who does not need it
C) To ensure future success for his or her company
D) To convince a buyer to do a favor by buying a product
E) To get every concession possible from a buyer

Accepted Answer

Obtaining commitment from a buyer is crucial for a salesperson because it ensures future success for his or her company. When a buyer makes a commitment to purchase a product, it not only generates immediate revenue but also builds a strong relationship between the buyer and the seller, leading to potential repeat business and referrals. Thus, a salesperson must become proficient in obtaining commitment to ensure the long-term success of the company.

Question 4

The real reasons for not obtaining commitment must be covered.Only then can salespeople proceed intelligently to eliminate the barriers that obstruct sales.

Accepted Answer

The answer of The real reasons for not obtaining commitment...

Question 5

David has done his job well in 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 these.

Accepted Answer

Pressuring the customer into making a commitment can create a negative experience and push them away from the product. It is important to give the customer the freedom to make their own decision without feeling pressured. Decreasing the price without proper assessment can also devalue the product and affect the perceived quality. Follow-ups can also be necessary to address any additional concerns or questions the customer may have. Asking the buyer for a favor can also come across as pushy and may discourage them from buying the product.

Question 6

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

Accepted Answer

Follow-up is an important part of the sales process as it helps to build relationships with customers and increase the chances of repeat business. However, it's important to follow-up in a timely and appropriate manner to avoid annoying the customer.

Question 7

Goodwill is never built by wasting the buyer's time after the business is concluded.

Accepted Answer

This statement suggests that in order to build goodwill, it's important to respect the buyer's time even after the sale is made. Wasting their time can have a negative impact on the relationship and diminish the goodwill that was built during the transaction.

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 a customer's entire needs have been identified.

Accepted Answer

Salespeople gain commitment repeatedly, throughout the sales call, not just at the end. This can include checking to see if all of the customer's needs have been identified, or confirming that the product or service being offered meets their requirements. It is important to build a relationship with the buyer and gain their commitment throughout the sales process.

Question 9

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 she orders fewer than 12 bird feeders,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 correct choice is the quantity discount.

Question 10

Identify a true statement about closing techniques used in a major sale.
A) Salespeople are advised to concentrate on closing orders rather than on developing relationships with customers.
B) Reliance on closing techniques instead of engaging in identifying needs and providing solutions reduces the chances of making a sale.
C) A high-pressure close is necessary when the salesperson has done a good job throughout the process of obtaining commitment.
D) An emphasis on getting the sale no matter what raises the possibility of getting a commitment.
E) Closing receives very little emphasis in sales training.

Accepted Answer

Reliance solely on closing techniques can come across as pushy and insincere, and may deter customers from making a purchase. Building relationships and identifying customer needs are important steps in the sales process that can increase the likelihood of a successful sale.

Question 11

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 in 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 given based on the quantity purchased over a period of time, which matches the scenario where a discount is applied after purchasing more than six tanks within a year.

Question 12

Kendall is the new owner of a catering company.She receives the invoice for a new walk-in refrigerator,which mentions "2/10,n/30." Which of the following statements accurately explains this?
A) She can get a 10 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 get a 20 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 get a 2 percent discount if she pays within ten days of the invoice date;otherwise,the full amount is due in 30 days.
D) She can get a 30 percent discount if she pays within two days of receiving the bill,or she can get a 10 percent discount if she pays by the end of the month.
E) She can get a 10 percent discount if she pays within two days of receiving the bill;she will have to pay a 10 percent penalty if it is not paid within 30 days.

Accepted Answer

"2/10, n/30" means that Kendall can get a 2 percent discount if she pays within 10 days of the invoice date. If she does not take advantage of this discount, the full amount is due in 30 days.

Question 13

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 14

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

Accepted Answer

A probing method involves asking questions to understand the underlying reasons for a buyer's hesitation in order to address their concerns and obtain their commitment.

Question 15

Which of the following statements is true of shipping costs?
A) "FOB installed" indicates that the title and responsibility are transferred before an 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 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 costs until the goods reach the buyer's location, at which point the buyer takes responsibility for them.

Question 16

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

Accepted Answer

The terms "2/15,n/30" mean that the buyer can receive a 2 percent discount if they pay within 15 days, or they can pay the full amount within 30 days with no discount. Since the owner of Molly's Gift Shop is paying on April 10, which is past the 15-day discount period, she is not eligible for the discount. Therefore, the answer is C, she will get no discount.

Question 17

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

Overly excitement and eagerness can be perceived as a red flag to potential customers, and they may interpret it as a sign of dishonesty or desperation.

Question 18

After a 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

After obtaining commitment, the salesperson's job is not over. They still need to ensure customer satisfaction, handle any issues or complaints, and continue building a relationship with the customer. Other departments may be involved in the fulfillment and delivery process, but the salesperson's role continues beyond obtaining commitment.

Question 19

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 3 percent.
B) he will get a 3 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" means that the store owner will get a 3 percent discount if they pay the bill within 10 days (by October 28). However, if they pay after that but still within the month (by November 2, the end of the month), they will not receive any discount. Therefore, the store owner will get a 3 percent discount if they pay on November 2.

Question 20

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

Accepted Answer

The decision to buy or not to buy should be based on factors such as need, budget, quality, and personal preferences rather than the presence or absence of a signature.

Quiz 11: Obtaining Commitment

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

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

Why does a salesperson need to become proficient in obtaining commitment?

The real reasons for not obtaining commitment must be covered.Only then can salespeople proceed intelligently to eliminate the barriers that obstruct sales.

David has done his job well in presenting the product,showing how it meets the needs of his customer,and handling all questions and objections.David should:

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

Goodwill is never built by wasting the buyer's time after the business is concluded.

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

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

Identify a true statement about closing techniques used in a major sale.

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

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

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

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

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 on March 19 from The Brass Baron read,"2/15,n/30." If she pays the invoice on April 10:

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.

After a salesperson obtains commitment,his or her job is over and other departments in the company take care of the rest of the sale.

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:

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