Exam 12: Closing Begins the Relationship

Which of the following is the best example of the standing-room-only close?

Which type of close is intended to motivate a prospect to act immediately?

You are selling skiwear to the manager of a large ski resort. The manager has agreed to order ten down-filled jackets. After finalizing the sale, you should:

If the salesperson finds his prospect is in a bad or hostile mood, he should not attempt to close.

In most cases, a prospect is ready to buy in the ________ stage of the mental buying process.

Which of the following statements about buying signals is TRUE?

During the sales presentation for the CNC heavy-duty router, the salesperson asks, "Do you prefer the 4-foot-by-4-foot or the 4-foot-by-8-foot table size router?" The prospect responds, "Before I make my decision, tell me more about the motor that's on this router." Later during the presentation, the salesperson says, "Do you want me to have the router delivered on Friday or Monday?" When the prospect says, "Monday," the salesperson knows he has closed the sale. Which method of closing does the salesperson try the first time?

The text says closing the sale should be the hardest part of the presentation.

Compare the continuous-yes close with the summary-of-benefits close.

The sales person saying, "I'll call your order in this afternoon," even before the prospect agrees to buy is an example of the ________ close.

Explain the standing-room-only close. What is the purpose of using it?

The salesperson was selling the couple a garden tub with water jets for a new bathroom. He said, "You'll be the envy of all your friends with this great tub. They'll think you are a trend-setter and everyone will want to get their own. It will be the pièce de résistance in your new bath." When his first close failed, he asked, "Will you want to use clear or white caulk to install your new tub?" What type of close did the salesperson try the FIRST time?

Which statement is correct regarding, the Direct close?

According to the Core Principles of Professional Sales, a salesperson should not close the sale if the product is not suitable for the customer.

The needs of the prospect have to be confirmed during the approach itself.

Gary Tucker is a senior salesperson at a retail showroom of Ford Motor Company. He sells more than 50 cars every month and often uses the minor-points close to get the order from clients. Which of the following statements is most likely an example of Gary's minor-points close?

A prospect that becomes increasingly anxious during a sales presentation is sending a buying signal.

If your experience as a salesperson is typical, your close will most often take place:

Which closing technique can be used by salespeople if they need a simple and straightforward close?

When talking to the young man buying his first new car, the salesperson said, "I'm not sure if we have an FM Modulator to fit your car. Would you want it if we have it in stock?" The salesperson is using a(n) ________ close.