Professional Selling Exam #3 Chapters 11-17 questions
with verified answers passed
1. Chapter 11 Obtaining Commitment-11
2. Closing Asking for the buyer's business
3. Free on board, F Buyer assumes responsibility for both the goods and the costs of
O B: shipping them
4. F O B destination: Buyer takes responsibility for the goods once they reach the buyer's
location,
and the seller pays the freight
5. F O B installed: Title and responsibility do not transfer until the equipment is installed
and
operating properly
6. Buyer questions: Signal a readiness to buy if the question concerns implementing the
purchase
and points toward when purchase is implemented.
7. Recognitions Reflect strong feelings in support of the purchase.
/Ben- efit
statements:
8. Requirements Conditions to be satisfied before a purchase can take place
9. Salesperson Questions regarding the prospect's readiness to buy
Trial Closes:
10. Non-Verbal Cues Important indicators of the customer's state of mind, evident through:
Facial
expressions
Body
Language
Actions
1/
16
, Professional Selling Exam #3 Chapters 11-17 questions
with verified answers passed
11. Aggressive: Such salespeople control the sales interaction but fail to gain
commitment
12. Assertive: Such salespeople are self- confident and positive
13. Direct request Asking the buyer for commitment. E.g. Can I put you down for 100
pairs of model
63?
2/
16
, Professional Selling Exam #3 Chapters 11-17 questions
with verified answers passed
14. Benefit summary Reminding the buyer of the agreed-on benefits of the proposal
15. Balance sheet Helping prospects who cannot make a decision, even when the reason
for their
behavior is not apparent.
16. Probing Using a series of probing questions to discover the reason for the
hesitation
17. Trial offers: Based on the idea that once a product is taken home, one might not
want to give
it up
18. Buyer's remorse or Feeling of insecurity after making important decisions or concerns
regarding
post purchase dis-worth of product
sonance:
19. Chapter 12 Formal Negotiating-12
20. Negotiation Bargaining process through which buyers and sellers resolve areas of
conflict
and arrive at agreements
21. Win-Lose Negotiat- Negotiator attempts to win all the important concessions and thus
triumph over
ing the opponent Resembles competitive sports
22. Win-Win Negotiator attempts to secure an agreement that satisfies both parties
Negotiat- ing
23. Regular sales call is -Not open to change or negotiation
constrained 24. Factors that affect
3/
16
with verified answers passed
1. Chapter 11 Obtaining Commitment-11
2. Closing Asking for the buyer's business
3. Free on board, F Buyer assumes responsibility for both the goods and the costs of
O B: shipping them
4. F O B destination: Buyer takes responsibility for the goods once they reach the buyer's
location,
and the seller pays the freight
5. F O B installed: Title and responsibility do not transfer until the equipment is installed
and
operating properly
6. Buyer questions: Signal a readiness to buy if the question concerns implementing the
purchase
and points toward when purchase is implemented.
7. Recognitions Reflect strong feelings in support of the purchase.
/Ben- efit
statements:
8. Requirements Conditions to be satisfied before a purchase can take place
9. Salesperson Questions regarding the prospect's readiness to buy
Trial Closes:
10. Non-Verbal Cues Important indicators of the customer's state of mind, evident through:
Facial
expressions
Body
Language
Actions
1/
16
, Professional Selling Exam #3 Chapters 11-17 questions
with verified answers passed
11. Aggressive: Such salespeople control the sales interaction but fail to gain
commitment
12. Assertive: Such salespeople are self- confident and positive
13. Direct request Asking the buyer for commitment. E.g. Can I put you down for 100
pairs of model
63?
2/
16
, Professional Selling Exam #3 Chapters 11-17 questions
with verified answers passed
14. Benefit summary Reminding the buyer of the agreed-on benefits of the proposal
15. Balance sheet Helping prospects who cannot make a decision, even when the reason
for their
behavior is not apparent.
16. Probing Using a series of probing questions to discover the reason for the
hesitation
17. Trial offers: Based on the idea that once a product is taken home, one might not
want to give
it up
18. Buyer's remorse or Feeling of insecurity after making important decisions or concerns
regarding
post purchase dis-worth of product
sonance:
19. Chapter 12 Formal Negotiating-12
20. Negotiation Bargaining process through which buyers and sellers resolve areas of
conflict
and arrive at agreements
21. Win-Lose Negotiat- Negotiator attempts to win all the important concessions and thus
triumph over
ing the opponent Resembles competitive sports
22. Win-Win Negotiator attempts to secure an agreement that satisfies both parties
Negotiat- ing
23. Regular sales call is -Not open to change or negotiation
constrained 24. Factors that affect
3/
16
