Exam 11: Closing the Beginning of a New Relationship

When prospects enter the conviction stage of the mental buying process, they often will provide the salesperson with buying signals.

Of the different closing techniques available, the salesperson needs to choose the technique that fits the situation best.

You are selling golf carts to a country club manager.The manager agrees to order three dozen carts.What should you do after finalizing the sale?

When should cross selling be attempted?

It is okay for the cross-sell to increase 25% cost in order to add value for the client.

Often the close of the sale comes after the approach.

Trial closes should be vague, so the prospect does not feel pressurized.

Which of the following is NOT a recommended closing technique to use if you the salesperson are dealing with an indecisive prospect?

Which of the following describes a common mistake that prevents a salesperson from making a successful sales call?

Which of the following is the best example of a proper trial close performed by a salesperson selling to a buyer at the head office of a large drug store chain?

What is the main purpose of using trial closes during a sales presentation?

The salesperson has just asked the prospect to order three cases of pet flea collars, and his prospect says, "I want to think it over." Which close is recommended for this situation?

Which of the following closing techniques can be used in specific (as opposed to common) situations?

Closing is considered one giant step.

While working with a customer at your weekend job at a plant nursery, you notice he is closely examining a garden cart, measuring the dimensions of the cart and contents.What is this customer indicating to the salesperson?

During the closing process, a car salesperson asks the customer the following question: "Would you like a 3 or 5-year extended warranty with your new purchase?" Which closing technique is this salesperson using?

Henry is trying to close the sale.He suggests that the client can contact the General Manager of the client's subsidiary to confirm how pleased the GM has been about Henry's product and services.In this example, Henry is using what closing technique?

Using a trial close helps the salesperson in determining all of the following except:

Before addressing an objection makes for a great time to trial close.

Under what specific situation is the assumptive close especially effective?