Question 1

What is the most straightforward and effective method for obtaining commitment from a prospect?

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Question 2

What method is used to learn why a prospect is hesitant to make a commitment?

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Question 3

Death on Demand bookstore received an invoice dated May 2 from a publisher that read, "2/10, n30" and told the owner she owed a total of $600. How much should she pay if she pays the bill on May 3?

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Question 4

Death on Demand bookstore received an invoice dated May 2 from a publisher that read, "2/10, n30" and told the owner she owed a total of $600. How much should she pay if she pays the bill on June 1?

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Question 5

Benjamin is attempting to close a sale. He restates all the advantages of his product. What approach is he taking?

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Question 6

What characterizes assertive salespeople?

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Question 7

After Sebastian had purchased the HEP-A vacuum for $819, he worried that he might have gotten a vacuum cleaner just as good for less money if he had continued searching. What is the name for what is causing Sebastian to feel anxious?

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Question 8

Donna is attempting to close a sale. She takes out a piece of paper and outlines the benefits of adopting her product versus the benefits of staying with the product the prospect is currently using. What approach is Donna taking?

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Question 9

What is typically the last element of any deal to be presented and discussed?

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Question 10

What is the term used for a remark such as, "We can make quick use of your software to improve our inventory management?"

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Question 11

How should a salesperson interpret a question such as, "How soon would you be able to deliver the machine?"

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Question 12

Just as the salesperson was ready to ask for a commitment to buy from the purchasing agent, the agent asked, "I will be getting a ten percent discount for an order this large, won't I?" What is the term used for this sort of a condition?

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Question 13

What is the salesperson doing when he asks the prospect, "How does my company's system for monitoring refrigeration leaks sound to you?"

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Question 14

What are the two types of quantity discounts offered by businesses?

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Question 15

Wesley has just obtained a small order from a buyer who will see if his product will work. What has Wesley obtained?

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Question 16

The salesperson asked the prospect, "Do you want the 14-inch high plain-toed boot or the 14-inch high steel-toed boot? Which method for obtaining commitment was the salesperson using?

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Quiz 11: Obtaining Commitment