Exam 11: Closing the Beginning of a New Relationship

Which of the following rules is NOT included on the text's list of twelve keys to successful closing?

"Thank you, Ms.Kwan for the camera order.By the way, were you aware that we offer first time purchasers like yourself a 40% discount on film ordered with the camera?" What technique is being used by the salesperson?

Assertiveness is expressing our thoughts, feelings, and beliefs in a direct, honest, and appropriate way.An example of an assertiveness statement is; "Your organization cannot grow without our product."

An important characteristic of good closers is that they have the ability face rejection while remaining positive.

Which of the following is NOT a general rule that should be followed when cross-selling?

Julie notices her prospect is having a hard time deciding whether to lease a new car.To help the prospect decide, Julie asks the prospect to make two lists: one list for the pros of leasing and the other list for the cons of leasing.What specific closing technique is Julie using with her prospect?

A salesperson using graphs, charts, tables, and pictures on a projector to recommend a purchase suggestion is involved in a technology close.

Charles is in the market for a new lawnmower.After speaking to an employee at the local hardware store, Charles agrees to buy a top of the line industrial lawnmower.When the transaction was done, the employee looks up at Charles and asks the following question; "Charles, are you aware you could double the warranty period to 4 years by purchasing complementary insurance for as little as $59.00?" What is the employee doing by asking this question?

Which of the following is NOT a correct statement dealing with a salesperson who wants to close more business?

Every time John sells a new computer, he makes a point of asking the customer the following, "May I suggest you purchase accidental damage insurance for your new laptop!" John is using a technique called add-on selling.

Angelo is trying to sell hand tools to a prospect who is not only a self-styled do-it-yourself expert, but who is also in a bad mood today.What closing technique would you suggest being used in this scenario?

What should a professional salesperson do immediately after saying the following: "Great, shall I put in an order for 1000 units at $1.00 each to be delivered in the next few days?"

When Michelle treats her prospects with respect and consciously seeks a win-win situation, what is she doing?

Cross selling can effectively provide you with more sales and improve the customer purchase experience.

To a degree, the minor-points close is similar to the alternative-choice close.

Regretfully, Mathew was not successful when he asked the customer to sign up for his company's cable TV package.What should Mathew NOT do when faced with this scenario?

Danica tells her prospect that inventory of her products is running very low and that the prospect should act quickly to secure the order.What closing technique is Danica using?

The business proposition deals with discussions around such issues as costs, margins, and value analysis.

Which of these conditions is not an opportunity to use a trial close?

Which closing technique tends to generate in the prospect a sense of excitement and the need for quick action on their part?