Why Is It Important for Salespeople to Become Skilled in Obtaining

question 55

Multiple Choice

Why is it important for salespeople to become skilled in obtaining prospect commitment?

• A) It increases the time spent with the buyer.
• B) It helps in selling products to the buyer who doesn't need it.
• C) It is intrinsically and extrinsically rewarding.
• D) It is easier to convince the buyer to do the seller a favor by buying the product.
• E) Skill in obtaining prospect commitment is important for all of the above reasons.

---

Definitions:

Subgoal

A specific, intermediate goal that forms part of a larger goal, making complex tasks more manageable.

Heuristic

A shortcut or rule of thumb that helps in problem-solving and decision-making but does not guarantee a perfect answer.

Fixation

An obsessive focus or attachment to a person, object, or concept, potentially interfering with the ability to progress through developmental stages.

Algorithms

Step-by-step procedures or formulas for solving a problem or accomplishing a task.