C2U10 Obtaining the Offer and Creating the Sales Agreement

Question 1

A good salesperson:

a. uses technical terms whenever possible to impress buyers.
b. speaks fast so she can reach the closing.
c. approaches every customer in the same way.
d. does none of these.

Answer 1

d. does none of these.

Question 2

A salesperson appeals to buying motives. Which of the following is a buying motive?

a. Love of family
b. Comfort and convenience
c. Security
d. All of these

Answer 2

d. All of these

Question 3

Disadvantages of home ownership include:

a. increase in expenses.
b. risk.
c. lack of liquidity.
d. all of these.

Answer 3

d. all of these.

Question 4

Buying signals might include a buyer’s:

a. whispering with a spouse.
b. pacing off a room.
c. seeming reluctant to leave a property.
d. doing all of these.

Answer 4

d. doing all of these.

Question 5

A prospective buyer says, “The price is too high.” The BEST response is:

a. “I think the price is fair.”
b. “Why don’t you offer less?”
c. “The comparable sales don’t bear that out.”
d. “Why do you feel that the price is too high?”

Answer 5

d. “Why do you feel that the price is too high?”

Question 6

A professional salesperson knows that:

a. telling is more effective than asking.
b. appealing to emotions should be avoided.
c. in dealing with a cautious buyer, you should be assertive and push for a decisions.
d. none of these apply.

Answer 6

d. none of these apply.

Question 7

When you ask prospective buyers if they prefer June 1, July 1, or August 1 for possession, what type of closing technique are you using?

a. Inducement
b. Positive choice
c. Fear of loss
d. Narrative close

Answer 7

b. Positive choice

Question 8

The paragraph in the purchase contract in which the buyer indicates an intention to occupy the property (applies to 1-4-unit residential properties) is important because it relates to:

a. liquidated damages.
b. vesting of title.
c. smoke detectors.
d. home protection plans.

Answer 8

a. liquidated damages.

Question 9

Who can modify an accepted offer to purchase?

a. The selling broker
b. The listing broker
c. The listing broker and the seller
d. The buyer and the seller by mutual agreement

Answer 9

d. The buyer and the seller by mutual agreement

Question 10

In making a property inspection, the inspector hired by the buyer negligently damaged the air-conditioning unit. Who is responsible for the damage, based on the California Residential Purchase Agreement and Joint Escrow Instructions?

a. The seller
b. The buyer
c. The buyer’s agent
d. The seller’s agent

Answer 10

b. The buyer