Question 1

Describe two situations in which the benefit summary method of obtaining commitment is most effective.Why?

Accepted Answer

The answer of Describe two situations in which the benefit...

Question 2

How can a salesperson obtain commitment without being manipulative?

Accepted Answer

The answer of How can a salesperson obtain commitment without...

Question 3

Alex has just returned from an unsuccessful sales presentation.Everything went well but he was unable to obtain a commitment from the prospect.What should Alex do next?

Accepted Answer

The answer of Alex has just returned from an unsuccessful...

Question 4

What are the negative consequences of the traditional emphasis on getting the sale no matter what?

Accepted Answer

The answer of What are the negative consequences of the...

Question 5

Books You Demand bookstore received an invoice dated May 2 from a publisher that read,"2/10,n/30" and informed the owner that she owed a total of $600.What percentage of discount does she get if she pays on June 1?

Accepted Answer

The answer of Books You Demand bookstore received an invoice...

Question 6

A customer has agreed to buy a multi-million dollar oil well drilling platform from Tara's company.As a salesperson,what are the three important points that Tara needs to remember as she gets her buyer to sign on the form and formalize his commitment to buy?

Accepted Answer

The answer of A customer has agreed to buy a...

Question 7

Is there a right time to obtain commitment? How do customers let salespeople know they are ready to buy?

Accepted Answer

The answer of Is there a right time to obtain...

Question 8

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

Accepted Answer

The answer of What are the two types of quantity...

Question 9

Give three reasons why salespeople need to become proficient in obtaining commitment.

Accepted Answer

The answer of Give three reasons why salespeople need to...

Question 10

Just as the salesperson was ready to ask for a commitment to buy from the purchasing agent,the agent asked,"I will need a ten percent discount for an order this large." What is the term used for this sort of a condition?

Accepted Answer

The answer of Just as the salesperson was ready to...

Question 11

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

Accepted Answer

The answer of What is the term used for a...

Question 12

Books You Demand bookstore received an invoice dated May 2 from a publisher that read,"2/10,n/30" and informed the owner that she owed a total of $600.What percentage of discount does she get if she pays on May 3?

Accepted Answer

The answer of Books You Demand bookstore received an invoice...

Question 13

Why should a salesperson never apologize for a price he or she quotes a prospect?

Accepted Answer

The answer of Why should a salesperson never apologize for...

Question 14

Describe assertive salespeople.

Accepted Answer

The answer of Describe assertive salespeople....

Question 15

After Sebastian had purchased the HEP-A vacuum for $819,he became worried that he could have gotten a vacuum cleaner just as good for less money if he had continued searching.Identify the term that best describes Sebastian's feeling of anxiousness.

Accepted Answer

The answer of After Sebastian had purchased the HEP-A vacuum...

Question 16

Is a salesperson's job done when they get customer commitment? What should the salesperson do next?

Accepted Answer

The answer of Is a salesperson's job done when they...

Question 17

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

Accepted Answer

The answer of What is typically the last element of...

Question 18

What does FOB mean? Differentiate between FOB origin,FOB destination,and FOB installed.

Accepted Answer

The answer of What does FOB mean? Differentiate between FOB...

Question 19

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

Accepted Answer

The answer of What method of commitment is the salesperson...

Question 20

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 using?

Accepted Answer

The answer of Donna is attempting to close a sale.She...

Quiz 11: Obtaining Commitment