Question 1

After two weeks of looking and comparing alternatives,Julie finally bought an iMac computer.The days following the purchase,she kept pondering if she should have purchased a different brand.In this scenario,Julie is experiencing _____.

Accepted Answer

Julie is experiencing buyer's remorse, which is the feeling of anxiety, doubt, or concern after making a purchase. She is second-guessing her decision to buy an iMac and wondering if she should have chosen a different brand. Postpurchase jitters and commitment insecurity are similar to buyer's remorse, but they do not accurately describe Julie's situation. Compromise complication and conspicuous consumption are not relevant to the scenario.

Question 2

Which of the following traditional closing methods is based on getting the buyer perceiving himself or herself as an "agreeable" person?

Accepted Answer

The Continuous yes close method involves asking a series of questions that are designed to be answered with "yes," leading the buyer to perceive themselves as agreeable and more likely to continue agreeing to the final purchase decision.

Question 3

A telemarketer who was trying to get Chloe to change her Internet usage plan asked Chloe,"Are you ready to switch now?" This scenario indicates that he was using the _____ closing method.

Accepted Answer

The telemarketer directly asked Chloe if she was ready to switch, which is a straightforward request for a decision, characteristic of the direct request closing method.

Question 4

Harold asks his prospects several questions to understand the reasons for their hesitation in buying his product.He tries to identify all the issues and tries to solve them immediately.From this scenario,it is evident that he uses the _____ method of obtaining commitment.

Accepted Answer

Harold's method of asking prospects several questions to understand their hesitations and identifying their issues to solve them immediately indicates that he is using the probing method of obtaining commitment.

Question 5

As they walked in from looking at the new Ford Rangers on the lot,Ed,the salesperson,asked Kristy,"Which color do you like,the red or the white?" "White," she replied."Great,I'll write it up!" responded Ed.In this scenario,Ed is using the _____ closing method.

Accepted Answer

The answer of As they walked in from looking at...

Question 6

Which of the following is a reason why salespeople fail to obtain commitment?

Accepted Answer

All of the listed options can be reasons why salespeople fail to obtain a commitment from their clients. Fear of asking can prevent them from making a direct ask for the sale, displaying unwarranted excitement can make them appear desperate or unprofessional, poor presentation can make the client lose interest or not understand the value proposition, and speaking more than listening can prevent them from understanding the client's needs and concerns, which are crucial to closing a deal.

Question 7

Which of the following statements about the probing method of obtaining commitment is FALSE?

Accepted Answer

The answer of Which of the following statements about the...

Question 8

What should the salesperson NOT do if he or she fails to obtain commitment from a prospect?

Accepted Answer

Showing honest disappointment can create a negative impression and may damage the relationship with the prospect. It's important to remain professional and positive, even if the desired outcome is not achieved.

Question 9

As Rick attempted to obtain commitment from his prospect,he said,"You stated in your previous visit that you were looking for a product that would be low cost,yet also provide long life.As I've mentioned in our previous presentations,our product has the lowest price in its class.And,according to industry reports,our product lasts 20 percent longer than our major competitors." This is an example of the:

Accepted Answer

This is an example of the benefit summary method, which involves summarizing the benefits of the product or service that meets the prospect's needs and requirements.

Question 10

As Rhonda discussed Sean's upcoming vacation plans with him,she said,"I know it is a big decision for you,and you want to be sure that the Great America Adventure Tour that you have opted for is the right decision for you.Why don't we list the pros and cons? On the positive side,the tour will allow you to see a totally different area of the country.Now,what do you see on the negative side?" This is a partial example of the _____ method of obtaining commitment.

Accepted Answer

This is an example of the balance sheet method, where both the positive and negative aspects are listed to weigh the decision.

Question 11

Which of the following statements is true about a trial order?

Accepted Answer

A buyer may agree to a trial order to appease a salesperson without making a full commitment.

Question 12

A salesperson asks "Would you like me to send an order to your distribution center today?" In this scenario,he is using the _____ closing method.

Accepted Answer

The direct request closing method involves directly asking the customer for an order or decision, as the salesperson does in this scenario.

Question 13

After important decisions,buyers may feel a little insecure about whether the choice was a wise one.This insecurity is called:

Accepted Answer

Postpurchase dissonance is a feeling of discomfort or insecurity that often occurs after making an important decision, such as a major purchase. Buyers may question whether they made the right choice, and this can lead to a sense of regret or doubt. Understanding postpurchase dissonance can be important for marketers who want to help their customers feel confident and satisfied with their purchases.

Question 14

Which of the following statements is true about the probing method of obtaining commitment?

Accepted Answer

The probing method of obtaining commitment involves asking a series of questions designed to discover the reason for hesitation. The salesperson's goal is to identify and address any concerns the prospect may have before asking for a commitment. Option A is incorrect because it is not necessary to never begin by asking directly for a commitment, but it is better to assess the prospect's level of comfort first. Option C and E are incorrect as they are not a part of the probing method of obtaining commitment. Option D is incorrect as it goes against the goal of addressing the prospect's concerns.

Question 15

In which of the following situations is the benefit summary method for obtaining commitment best used?

Accepted Answer

The answer of In which of the following situations is...

Question 16

The _____ method of closing a sale attempts to bring to the table all issues of concern to the prospect but does not claim to be able to resolve the issue.

Accepted Answer

The probing method of closing a sale involves attempting to bring to the table all issues of concern to the prospect without claiming to be able to resolve the issue. It is a non-threatening way to discuss any remaining objections or concerns before finalizing the sale.

Question 17

Haley sells office furniture.In closing the sale to Jackson Realty Company,she asked the company's office manager,"Shall I order five chrome and glass desks or five of the mahogany desks for you?" Which closing method is Haley illustrating in this scenario?

Accepted Answer

Haley is presenting the office manager with two options to choose from, asking which one they would prefer. This is known as the alternative choice method of closing, where the salesperson presents the prospect with two or more options and asks them to choose one. This method can be effective because it gives the prospect a sense of control over the decision-making process and can help to close the sale.

Question 18

The sales rep from the medical supply company began writing an initial order for Karen's nursing home while he was enquiring about the required supplies they would need.This sales rep appears to be using the _____ traditional closing method.

Accepted Answer

The assumptive closing method involves the salesperson assuming the sale is going to happen and proceeding with actions like writing up an order without explicitly confirming the sale.

Question 19

A real estate agent told a prospective home buyer,"You seem to really like that last house we looked at,which is why I am informing you that one of the other agents in our office is scheduled to bring another couple out to take a second look at it this afternoon.I think you better go ahead and make an offer on it before it's too late." Which of the following traditional closing methods does the real estate agent appear to be using?

Accepted Answer

The agent is using the "standing-room-only" closing method by creating a sense of urgency and scarcity, suggesting that another couple is interested and may make an offer soon.

Question 20

As Warren concluded his meeting with Christina he said,"Congratulations,I know you're going to be glad you decided to use our service.There is no finer service available in New York City.Now let us make sure we get off to a great start! I will be here next Thursday to begin delivering your system." The immediate purpose of this dialogue was to:

Accepted Answer

The immediate purpose of the dialogue was to reduce postpurchase dissonance, which is the discomfort or anxiety that customers may experience after making a purchase. Warren reassures Christina that she made the right decision and that his service is the best available, which can help reduce her doubts or regrets about her decision.

Quiz 11: Obtaining Commitment