Exam 11: Closing the Beginning of a New Relationship

According to the textbook, which of the following statements about the business proposition and closing is FALSE?

Explain the difference between Aggressiveness and Assertiveness.Provide an example of a statement representing aggressiveness and one statement demonstrating assertiveness on the part of the salesperson.

The trial close is synonymous with needs-analysis.They are both designed to uncover buyer needs.

You have been asked to explain the central theme associated with the "negotiation close" technique.Which of the following statement should be central to your explanation?

As the salesperson hands Kent the sunglasses, he asks, "You like the fit, the colour, and how these glasses darken, right?" What classical closing technique is the salesperson using?

Explain the three main reasons why salespeople have such difficulty closing the sale?

Closing is the process of helping people make a decision that will benefit them.

If a customer says nothing immediately after a closing attempt, the salesperson should continue to stay quiet.

What particular closing technique is based on the process people use to make decisions?

The compliment close is effective when you talk to prospects who are self-styled experts.

Explain the difference between the urgency close and ultimatum close.Which one of these closing techniques should a salesperson avoid using and why?

Edward used the following trial close on his client, "Did you think this feature was important to you?" and the client replied back by saying "No." This needs analysis question should have been asked in which part of the sales process?

The textbook mentions several factors which can increase your chances of closing a sale successfully.List any five of those factors.

In sales, aggressiveness and assertiveness describe the same behaviour.

What process involves the showing of a product feature, explaining the advantage, leading into a benefit, and then letting the customer talk by asking a question?

Haylee tells her clients the following, "I will throw in a free two-year warranty if you make the purchase today." Which closing technique is Haylee using?

Which of the following is NOT an example of a question a salesperson may use to answer a prospect's buying signal question?

"If we find a way to eliminate the need for a backup system and guarantee 100% system availability, would such an arrangement work for you?" In this example, the salesperson is using the concession close technique.

The textbook recommends a minimum number of times a salesperson should attempt to close "before you count yourself out of the sale." What is that minimum number?

When is NOT the best time to close?