Exam 11: Closing the Beginning of a New Relationship

Orla inputs all the data she gathered from her client during her presentation into her company's software.After the analysis, Orla shows the charts generated by the software detailing her client's purchase history.Based on this information, Orla notifies her client that by making a purchase this month, her client will save one-third of the expenses.After this statement, she goes on to suggest a purchase order based on the software's recommendation and then she stays quiet.Which one of the following tools is Orla using to close the deal?

If a salesperson is having difficulty closing, it is because he/she is predetermining that the prospect will end up buying the product.

How should a salesperson close out a successful sale?

A salesperson should always be on the lookout for buying signals when making a sales presentation.

Which of the following is NOT be a true statement associated with the "summary of benefits" closing technique?

Which of the following statement about the first L in the SELL sequence is correct?

There are many factors to consider when closing sales if you want to be more effective.Which of the following is NOT one of the factors suggested in the textbook?

Arthur is a sales trainer.One of the salespeople Arthur works with named Regina finds the close is the hardest part of the sales presentation.Arthur knows that to help Regina he has to determine why she finds closing so hard.Which of the following is NOT a potential area Arthur should explore about Regina's challenges with closing?

Salespersons should learn to recognize and deal with negative customer attitudes when they arise.

Discuss the differences between the minor-points close and the alternative-choice close.

To become a truly professional salesperson, you must be able to close under fire.What does the expression "close under fire" mean to a salesperson?

Which of the following is NOT a question which will allow a salesperson to test his/her assertiveness?

Trial closes can be both verbal and nonverbal.

Which of the following statements about the key to successful closing is true yet counterintuitive?

The guideline for cross-selling stated in the textbook emphasizes that the value of the add-on sale should not increase the value of the overall order by more than:

Even though the prospect had not yet agreed to buy, the salesperson said, "I'll make sure the carpeting is delivered to your house on Saturday." Which of the following terms best describes this statement?

Define cross-selling and why is it such powerful technique.

Even though Bob and Marie had not placed their order, the salesperson asked, "Would you prefer delivery of this shower enclosure Thursday or Saturday?" Which of these terms best describes this closing technique?

Whether the salesperson provides a verbal or a nonverbal trial close, in both cases the trial close will highlight the prospect's:

After a strong sales presentation, Luis asks the prospect to commit to order 200 smart phones? What should Luis do next?