Question 1

A closing clue can be described as a(n):

Accepted Answer

A) indication that the customer is undecided about the buying decision 
B) indication you should speed up the sales presentation 
C) verbal or nonverbal form of feedback from the customer 
D) indication that the prospect fully understands the merits of your product 
E) request from the customer for more information 
A) indication that the customer is undecided about the buying decision 
B) indication you should speed up the sales presentation 
C) verbal or nonverbal form of feedback from the customer 
D) indication that the prospect fully understands the merits of your product 
E) request from the customer for more information C

Question 2

Lack of self-confidence prevents some salespeople from asking for the order.

Accepted Answer

A) True 
 B)False  True

Question 3

________ is an emotional response that can take various forms such as feelings of regret,fear,or anxiety.

Accepted Answer

Buyer's remorse

Question 4

Salespeople should be confident at the time of the close if they can answer"yes"to all of the following questions EXCEPT:

Accepted Answer

A) Do you believe in your product? 
B) Do you believe in your company? 
C) Do you believe in yourself? 
D) Are you ready to give discounts if they are needed? 
E) Have you identified a solution to the customer's problem? 
A) Do you believe in your product? 
B) Do you believe in your company? 
C) Do you believe in yourself? 
D) Are you ready to give discounts if they are needed? 
E) Have you identified a solution to the customer's problem?

Question 5

The best closing method is:

Accepted Answer

A) the one the sales manager prefers 
B) the one that is appropriate to the customer 
C) the one the salesperson has rehearsed most often 
D) either the assumptive or the summary-of-benefits close 
E) the multiple options close 
A) the one the sales manager prefers 
B) the one that is appropriate to the customer 
C) the one the salesperson has rehearsed most often 
D) either the assumptive or the summary-of-benefits close 
E) the multiple options close

Question 6

Hard-sell closing methods that involve manipulating the customer have fallen out of favor in the last few decades.

Accepted Answer

A) True 
 B)False

Question 7

A buyer may need gentle reassurance from the salesperson that the decision to buy is correct,if the buyer is feeling:

Accepted Answer

A) price resistance 
B) negotiation fatigue 
C) a need to justify the decision to purchase 
D) the value proposition 
E) unsure about the product selection process 
A) price resistance 
B) negotiation fatigue 
C) a need to justify the decision to purchase 
D) the value proposition 
E) unsure about the product selection process

Question 8

The close is a good time to deal with controversial issues and problems.

Accepted Answer

A) True 
 B)False

Question 9

Michael LeBoeuf,author of How to Win Customers and Keep Them for Life,says that a surprising number of yes responses occur:

Accepted Answer

A) during the first trial close 
B) on the fourth or fifth closing attempt 
C) during the approach stage of the sales process 
D) after the salesperson asks for the order twice 
E) after the salesperson gives up the sale as lost 
A) during the first trial close 
B) on the fourth or fifth closing attempt 
C) during the approach stage of the sales process 
D) after the salesperson asks for the order twice 
E) after the salesperson gives up the sale as lost

Question 10

When you are working on a large,complex sale you should most likely try to achieve:

Accepted Answer

A) joint partnership 
B) special concessions 
C) immediate commitment 
D) transactional synergy 
E) incremental commitment 
A) joint partnership 
B) special concessions 
C) immediate commitment 
D) transactional synergy 
E) incremental commitment

Question 11

A pushy or manipulative close can be overcome by establishing a long-term relationship with the customer.

Accepted Answer

A) True 
 B)False

Question 12

The statement,"We have always wanted to own a travel trailer like this one,"is a closing clue that falls into which category?

Accepted Answer

A) benefits 
B) requirements 
C) questions 
D) recognitions 
E) assumptions 
A) benefits 
B) requirements 
C) questions 
D) recognitions 
E) assumptions

Question 13

Lacey Abrams is the sales representative for the Brook Park Zoo. She sells events, such as wedding receptions, corporate dinners, and fundraisers that are held on zoo grounds. She has just finished negotiating all the details of Anne Mason's upcoming wedding reception and is preparing to close the sale.
-Anne is very interested in having her wedding at the zoo but seems to need help envisioning the process and benefits. What type of close should Lacey most likely use?

Accepted Answer

A) summary of benefits 
B) trial 
C) direct appeal 
D) assumptive 
E) special options 
A) summary of benefits 
B) trial 
C) direct appeal 
D) assumptive 
E) special options

Question 14

A buyer with a(n)________ communication style is influenced by emotion and should not be pressured to make a quick decision.

Accepted Answer

A) directive 
B) rational 
C) supportive 
D) emotive 
E) reflective 
A) directive 
B) rational 
C) supportive 
D) emotive 
E) reflective

Question 15

You have covered the major points of the sales presentation and detected considerable buyer interest,but you feel that the prospect will not be able to put the entire picture together without help. Which type of closing would be most appropriate?

Accepted Answer

A) balance sheet close 
B) management close 
C) summary-of-benefits close 
D) trial close 
E) assumptive close 
A) balance sheet close 
B) management close 
C) summary-of-benefits close 
D) trial close 
E) assumptive close

Question 16

Lacey Abrams is the sales representative for the Brook Park Zoo. She sells events, such as wedding receptions, corporate dinners, and fundraisers that are held on zoo grounds. She has just finished negotiating all the details of Anne Mason's upcoming wedding reception and is preparing to close the sale.
-Anne seems to be experiencing buying anxiety,so Lacey creates a two-column chart. One column is titled"Reasons for Buying Now"and another column is titled"Reasons for Not Buying Now."Lacey is most likely engaging in a(n)________ close.

Accepted Answer

A) multiple option 
B) combination 
C) impending event 
D) management 
E) balance sheet 
A) multiple option 
B) combination 
C) impending event 
D) management 
E) balance sheet

Question 17

An emotional response that can take various forms such as feelings of regret,fear,or anxiety is:

Accepted Answer

A) Saturday-morning syndrome 
B) buyer's high 
C) buyer's remorse 
D) closing reluctance 
E) closing reserve 
A) Saturday-morning syndrome 
B) buyer's high 
C) buyer's remorse 
D) closing reluctance 
E) closing reserve

Question 18

If the prospect says"no,"which of the following should a salesperson LEAST likely do?

Accepted Answer

A) Thank the prospect sincerely. 
B) Ask the prospect for future consideration. 
C) Review the chain of events to identify weaknesses. 
D) Try to reopen the presentation to confirm the decision. 
E) Seek general feedback from the prospect through probing. 
A) Thank the prospect sincerely. 
B) Ask the prospect for future consideration. 
C) Review the chain of events to identify weaknesses. 
D) Try to reopen the presentation to confirm the decision. 
E) Seek general feedback from the prospect through probing.

Question 19

What suggestions would you give to a salesperson that does not successfully close a sale?

Accepted Answer

1.Make sure the deal is really dead.Ther

Question 20

Shane Chadwick is a sales representative for the Metropolitan Commuter Rail Service, selling ad space inside commuter rail train cars and stations. He has presented and negotiated to a representative from a new church trying to attract members by advertising their philosophy and service times.
-Shane and the church representative spend time talking about ways to structure the deal to make it possible for the church to buy the ads. Shane offers to discount the ad space if the church pays for the printing costs. This discussion is part of:

Accepted Answer

A) an extended close 
B) negotiations 
C) rebuilding rapport 
D) logrolling 
E) partnering 
A) an extended close 
B) negotiations 
C) rebuilding rapport 
D) logrolling 
E) partnering

A closing clue can be described as a(n):

Lack of self-confidence prevents some salespeople from asking for the order.

________ is an emotional response that can take various forms such as feelings of regret,fear,or anxiety.

Salespeople should be confident at the time of the close if they can answer"yes"to all of the following questions EXCEPT:

The best closing method is:

Hard-sell closing methods that involve manipulating the customer have fallen out of favor in the last few decades.

A buyer may need gentle reassurance from the salesperson that the decision to buy is correct,if the buyer is feeling:

The close is a good time to deal with controversial issues and problems.

Michael LeBoeuf,author of How to Win Customers and Keep Them for Life,says that a surprising number of yes responses occur:

When you are working on a large,complex sale you should most likely try to achieve:

A pushy or manipulative close can be overcome by establishing a long-term relationship with the customer.

The statement,"We have always wanted to own a travel trailer like this one,"is a closing clue that falls into which category?

A buyer with a(n)________ communication style is influenced by emotion and should not be pressured to make a quick decision.

You have covered the major points of the sales presentation and detected considerable buyer interest,but you feel that the prospect will not be able to put the entire picture together without help. Which type of closing would be most appropriate?

An emotional response that can take various forms such as feelings of regret,fear,or anxiety is:

If the prospect says"no,"which of the following should a salesperson LEAST likely do?

What suggestions would you give to a salesperson that does not successfully close a sale?

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Compliment the Marketing Concept

Ethics: The Foundation for Partnering Relationships That Create Value

Creating Value with a Relationship Strategy

Communication Styles: A Key to Adaptive Selling Today

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behavior

Developing and Qualifying Prospects and Accounts

Approaching the Customer with Adaptive Selling

Determining Customer Needs With a Consultative Questioning Strategy

Creating Value with the Consultative Presentation

Negotiating Buyer Concerns

Servicing the Sale and Building the Partnership

Opportunity Management: The Key to Greater Sales Productivity

Management of the Sales Force

Filters

Exam 14: Adapting the Close and Confirming the Partnership

A closing clue can be described as a(n):

Lack of self-confidence prevents some salespeople from asking for the order.

________ is an emotional response that can take various forms such as feelings of regret,fear,or anxiety.

Salespeople should be confident at the time of the close if they can answer"yes"to all of the following questions EXCEPT:

The best closing method is:

Hard-sell closing methods that involve manipulating the customer have fallen out of favor in the last few decades.

A buyer may need gentle reassurance from the salesperson that the decision to buy is correct,if the buyer is feeling:

The close is a good time to deal with controversial issues and problems.

Michael LeBoeuf,author of How to Win Customers and Keep Them for Life,says that a surprising number of yes responses occur:

When you are working on a large,complex sale you should most likely try to achieve:

A pushy or manipulative close can be overcome by establishing a long-term relationship with the customer.

The statement,"We have always wanted to own a travel trailer like this one,"is a closing clue that falls into which category?

A buyer with a(n)________ communication style is influenced by emotion and should not be pressured to make a quick decision.

You have covered the major points of the sales presentation and detected considerable buyer interest,but you feel that the prospect will not be able to put the entire picture together without help. Which type of closing would be most appropriate?

An emotional response that can take various forms such as feelings of regret,fear,or anxiety is:

If the prospect says"no,"which of the following should a salesperson LEAST likely do?

What suggestions would you give to a salesperson that does not successfully close a sale?

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Compliment the Marketing Concept

Ethics: The Foundation for Partnering Relationships That Create Value

Creating Value with a Relationship Strategy

Communication Styles: A Key to Adaptive Selling Today

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behavior

Developing and Qualifying Prospects and Accounts

Approaching the Customer with Adaptive Selling

Determining Customer Needs With a Consultative Questioning Strategy

Creating Value with the Consultative Presentation

Negotiating Buyer Concerns

Servicing the Sale and Building the Partnership

Opportunity Management: The Key to Greater Sales Productivity

Management of the Sales Force

Filters