mktg 1230 chapter 11 + 12 smb

In the context of traditional closing methods, the ______ method can be effective if a statement made by a seller about a sales offering is true.

standing-room-only close

A small order placed by a buyer to see if a product will work is known as a(n)

trial order

When a buyers rejects a sales offering, a salesperson should _____.

view it as a challenge to seek the reason for the buyer's negative response

Match the common types of cash discounts (in the left column) with their descriptions (in the right column).

2/10, n/30 A buyer can deduct 2 percent from a purchase bill if it is paid within 10 days from the date of invoice. 2/10, EOM A buyer can deduct 2 percent from a purchase bill if it is paid within a 10-day period that begins at the end of the month.

Identify an example of a single-order discount, which is a type of quantity discounts offered by businesses.

A printer manufacturer offers a 20 percent discount on one order for two or more digital printers.

dentify a guideline to choose a location to hold a negotiation meeting between a buyer and a seller.

Choose a site free from distraction for both the seller and the buyer.

Identify the guidelines for salespeople using trial offer as an approach to obtain buyers' commitment.

Ensure that a user is comfortable with a product Document that the decision criteria of a buyer are concrete

True or false: Commitment in sales is a one-way process in which salespeople obtain buyers' commitment.

False

True or false: Research shows that an emphasis on getting sales during sales calls builds trust and raises the possibility of securing buyers' commitment.

False

True or false: Successful salespeople always make great negotiators.

False

What are the points salespeople need to remember when getting a buyer's signature on a purchase order?

Fill out the order blank promptly and correctly Make the actual signing a routine, simple procedure

Which of the following are true of the balance sheet method of obtaining commitment?

It aids prospects who are unable to make a decision. It can insult a buyer's intelligence if applied inappropriately.

Identify a true statement about the benefit summary method of obtaining commitment from buyers.

It helps a buyer understand points presented in a sales presentation to make a wise decision.

Identify a feature of the probing method of obtaining commitment from buyers.

It tries to expose all issues of concern to a prospect.

dentify a feature of the probing method of obtaining commitment from buyers.

It tries to expose all issues of concern to a prospect.

Match the traditional methods to close a sale (in the left column) with their disadvantages (in the right column).

Minor-point close This method can upset prospects who feel they are being manipulated or tricked into making a commitment. Continuous yes close Use of this method can destroy long-term relationships with buyers if the buyers later feel manipulated. Assumptive close This method does not give buyers the courtesy of agreeing. Benefit-in-reserve close This method can simply backfire. Emotional close This method does not develop respect or trust

Which of the following are true of salespersons who are proficient in obtaining buyer commitment?

Securing buyer commitment results in financial rewards for the salesperson. They are able to close sales in less time, thus making more sales overall.

How is cash discount calculated if a quantity discount is also offered in a purchase?

The cash discount is estimated after removing the quantity discount.

Identify a guideline for salespeople using the direct request method of obtaining commitment from buyers.

They should be wary of appearing overly aggressive to the buyers.

What do salespeople typically do once they make a sale? (Check all that apply.)

They start to plan for the next level of commitment with a buyer that signals a deepening relationship. They start to plan for the next sale.

Identify a true statement about people who resolve conflict in a competing mode.

They surround themselves with subordinates who agree to their ideas.

Which of the following is the most important lesson for an inexperienced salesperson?

When a buyer says no, the sales process has not likely ended.

Identify an instance in which a trial offer is likely to be effective as a strategy to obtain buyers' commitment.

When a product is simple to use and its benefits are obvious only in use

When do salespersons deserve a sale? (Check all that apply.)

When they have done their jobs well When they have a product that buyers need

In the context of obtaining commitment, a method that aids prospects who cannot make a decision, even though no reason for their behavior is apparent, is the

balance sheet method

As a method to obtain a buyer's commitment, a salesperson can simply remind a prospect of the agreed-on benefits of a sales proposal. This method is known as the _____.

benefit summary method

In the context of sales calls, asking for a buyer's business is often known as _____.

closing

As a quantity discount, a company might offer a discount on all purchases over a long period, provided a customer purchases a fixed quantity of product. This discount is termed a(n)

cumulative discount

In the context of shipping costs included in the terms and conditions of a sale, the term _____ is used to determine the point at which the buyer assumes responsibility for both the goods and the costs of shipping them.

free on board (FOB)

The good guy-bad guy routine of win-lose negotiators is based on the _____.

hurt and rescue principle

The absolute lowest level a selling firm will accept at a negotiation session is known as the _____.

minimum position

The initial proposal a selling firm makes at a negotiation session with a buyer is referred to as the _____.

opening position

If a seller fails to obtain a buyer's commitment using one method, the seller adopts another method using a series of examining questions designed to discover the reason for the buyer's hesitation. This method is known as the _____.

probing method

In the context of the bargaining process, the ultimate goal of both buyers and sellers should be to _____.

reduce or resolve areas of conflict