Selling Building Partnerships 10th Edition By Stephen – Test Bank

True / False Questions

1. Even without a buyer’s commitment, sale can take place.

FALSE

Accessibility: Keyboard Navigation
Difficulty: 1 Easy
Learning Objective: 11-01 How much emphasis should be placed on closing the sale?

2. The process of obtaining commitment always occurs at the end of a sales call.

FALSE

Accessibility: Keyboard Navigation
Difficulty: 1 Easy
Learning Objective: 11-01 How much emphasis should be placed on closing the sale?

3. Obtaining commitment is important in moving a sales account through the relationship process.

TRUE

Accessibility: Keyboard Navigation
Difficulty: 1 Easy
Learning Objective: 11-02 Why is obtaining commitment important?

4. Typically, high-pressure closing is necessary when the salesperson has done a good job throughout the entire process of a sales call.

FALSE

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Difficulty: 1 Easy
Learning Objective: 11-03 When is the best time to obtain commitment?

5. The most common type of discount is the quantity discount.

TRUE

Accessibility: Keyboard Navigation
Difficulty: 1 Easy
Learning Objective: 11-05 How should pricing be presented?

6. In the context of credit terms, 2/10, n/30 indicates a discount of two-tenths from a bill if it is paid within 30 days.

FALSE

Accessibility: Keyboard Navigation
Difficulty: 1 Easy
Learning Objective: 11-05 How should pricing be presented?

7. “Free on board (FOB) installed” means that title and responsibility are transferred before an equipment is installed and operating properly.

FALSE

Accessibility: Keyboard Navigation
Difficulty: 1 Easy
Learning Objective: 11-05 How should pricing be presented?

8. If Mary’s Nursery Company in Philadelphia quotes an FOB origin price to a buyer in Delaware, it means the buyer will pay the shipping costs.

TRUE

Accessibility: Keyboard Navigation
Difficulty: 2 Medium
Learning Objective: 11-05 How should pricing be presented?

9. Salespeople should never apologize for the price they present.

TRUE

Accessibility: Keyboard Navigation
Difficulty: 1 Easy
Learning Objective: 11-05 How should pricing be presented?

10. The right time to attempt to gain commitment is when a buyer appears ready, as evidenced by buying signals.

TRUE