Exam 12: Closing Begins the Relationship

When compared to the T-account close, the modified T-account close:

When the salesperson has done the best he can and still is unable to close the sale, he should:

Stage Technologies is a London-based company that supplies engineering solutions for the entertainment industry. It has helped the boy-band Westlife make a flying entrance onto stage and provided stage-rigging packages for Princess Cruise vessels. The company was established in 1994 after a couple of production designers decided that the automation of theater productions could be done more safely and more efficiently by using modular production rather than the old "build-as-needed" formula. The company installs wenches, stage lifts, and other equipment commonly used in stage productions. The equipment is designed so it can be operated from a single console without awkward or heavy lifting. Both opera companies and theaters see the benefit of such a system, but many are reluctant to buy because of perceived costs. John Hastie and Mark Ager, the company's best salespeople, must design sales presentations that address these concerns. What kind of a close would Hastie be using if during the presentation, he told the theater manager, "Your theater is world-renowned for its attention to production details?"

Before making a close, the salesperson should put away all visual aids since they will distract the prospect.

After the pharmaceutical salesperson asks for the order, the very next thing he should do is to:

Which of the following rules is listed as one of the text's twelve keys to successful closing?

According to the text, what are the basic reasons why salespeople face difficulties in closing sales?

The summary of benefits close is extremely useful if it targets a specific prospect's personality.

To close more sales, it is essential that the professional salesperson does all of the following EXCEPT:

A salesperson, navigating throughout the organization, poses a question to a purchase manager "In terms of next steps, what needs to happen next in the decision-making process?" This statement is an example of the ________ close.

Stage Technologies is a London-based company that supplies engineering solutions for the entertainment industry. It has helped the boy-band Westlife make a flying entrance onto stage and provided stage-rigging packages for Princess Cruise vessels. The company was established in 1994 after a couple of production designers decided that the automation of theater productions could be done more safely and more efficiently by using modular production rather than the old "build-as-needed" formula. The company installs wenches, stage lifts, and other equipment commonly used in stage productions. The equipment is designed so it can be operated from a single console without awkward or heavy lifting. Both opera companies and theaters see the benefit of such a system, but many are reluctant to buy because of perceived costs. John Hastie and Mark Ager, the company's best salespeople, must design sales presentations that address these concerns. What kind of a close would Ager be using if during the presentation, he said, "We'll start work on designing the theater's stage rigging on Monday?"

Andrew sells organic fertilizers. He tells his prospect, "You have one of the best nurseries I have ever seen. I think my products will enhance it even more." What type of close is Andrew using here?

According to the text, which closing technique is effective in all situations?

You are the salesperson of a large soft drink manufacturer. You are calling on a purchasing agent to inform him about a new promotional offer and to ask for an order of 100 cases. When you enter the customer's place you realize that the customer is in a bad mood. How do you respond to this situation?

A salesperson, after addressing all the objections, asks confidently "The next step in the process would be sign the agreement and begin the implementation process. Shall we move forward at this time?" This statement is an example of the ________ close.

The salesperson should not slow down a presentation even if the prospect is a slow thinker.

The ________ close would be the best one to use if a salesperson wanted the prospects to focus on their real objections-rather than leaving them with some vague idea that something about the offer bothers them.

An assumptive close is most effective with:

List the three basic steps in using the summary-of-benefits close.

Which of the following statements is the best example of a minor-points close?