Professional selling exam 4 questions
well answered to pass
Is it better for the salesperson to "closing early and often," or recognize that "nobody likes to be sold, but
everybody likes to buy"? Explain your answer. - correct answer ✔✔Nobody likes to be sold, but
everybody likes to buy
Salesperson should allow the prospect to make a
rational choice by giving him/her enough mental space
What is a commitment signal (i.e. buying signal)? - correct answer ✔✔Favorable statements a buyer
makes during a sales presentation that signals buyer commitment
- Make a positive statement about the product
- ask who else bought
ask about price, delivery installation, dates, or service
- ask about methods of payment
- appears relaxed
- begin to interact more intently
A salesperson may use a Trial Commitment that results in the customer giving a commitment signal.
What is a Trial Commitment? - correct answer ✔✔-Determines the attitude of the buyer toward a
particular feature or benefit
-It is a check-back.
"What do you think about what we've discussed?"
"Do you see how this will help your organization?"
Direct Commitment Method - correct answer ✔✔simply ask for the order\I suggest we order the
product today for you. How does that sound?"
, Legitimate/Alternative Choice Method - correct answer ✔✔give the prospect a limited number of
choices
Ask the buyer to decide on an aspect of the product from two or three choices. (e.g., colors, models,
delivery dates).
"Would you want the product in blue or green?"
Summary Commitment Method - correct answer ✔✔Summarize all the confirmed benefits to which
there has been agreement
Summarize the product benefits that are meaningful to the customer.
"Let me recap what we have talked about...."
Balance Sheet Commitment Method - correct answer ✔✔summary close on paper
The salesperson asks for reasons to buy the product (pros).
The salesperson must ask the customer for these reasons.
They are benefits covered during the presentation.
These are written on the left side of the page.
Then, the salesperson asks for any reasons why the customer would not want to purchase (cons). These
are written on the right side of the page.
The salesperson asks the buyer if the pros outweigh the cons.
Standing-Room Only Closing Method (Also called the Buy Now Approach) - correct answer ✔✔This close
put a time limit on the client in an attempt to
hurry the decision to close. "These prices are good only
until tomorrow."
well answered to pass
Is it better for the salesperson to "closing early and often," or recognize that "nobody likes to be sold, but
everybody likes to buy"? Explain your answer. - correct answer ✔✔Nobody likes to be sold, but
everybody likes to buy
Salesperson should allow the prospect to make a
rational choice by giving him/her enough mental space
What is a commitment signal (i.e. buying signal)? - correct answer ✔✔Favorable statements a buyer
makes during a sales presentation that signals buyer commitment
- Make a positive statement about the product
- ask who else bought
ask about price, delivery installation, dates, or service
- ask about methods of payment
- appears relaxed
- begin to interact more intently
A salesperson may use a Trial Commitment that results in the customer giving a commitment signal.
What is a Trial Commitment? - correct answer ✔✔-Determines the attitude of the buyer toward a
particular feature or benefit
-It is a check-back.
"What do you think about what we've discussed?"
"Do you see how this will help your organization?"
Direct Commitment Method - correct answer ✔✔simply ask for the order\I suggest we order the
product today for you. How does that sound?"
, Legitimate/Alternative Choice Method - correct answer ✔✔give the prospect a limited number of
choices
Ask the buyer to decide on an aspect of the product from two or three choices. (e.g., colors, models,
delivery dates).
"Would you want the product in blue or green?"
Summary Commitment Method - correct answer ✔✔Summarize all the confirmed benefits to which
there has been agreement
Summarize the product benefits that are meaningful to the customer.
"Let me recap what we have talked about...."
Balance Sheet Commitment Method - correct answer ✔✔summary close on paper
The salesperson asks for reasons to buy the product (pros).
The salesperson must ask the customer for these reasons.
They are benefits covered during the presentation.
These are written on the left side of the page.
Then, the salesperson asks for any reasons why the customer would not want to purchase (cons). These
are written on the right side of the page.
The salesperson asks the buyer if the pros outweigh the cons.
Standing-Room Only Closing Method (Also called the Buy Now Approach) - correct answer ✔✔This close
put a time limit on the client in an attempt to
hurry the decision to close. "These prices are good only
until tomorrow."
