Question 1

Withholding information from customers and revealing it at the close would most likely:

Accepted Answer

A) violate federal truth in advertising laws 
B) cause the customer to buy more units 
C) jeopardize the completion of the sale 
D) be considered an assumptive close 
E) minimize the incremental close 
A) violate federal truth in advertising laws 
B) cause the customer to buy more units 
C) jeopardize the completion of the sale 
D) be considered an assumptive close 
E) minimize the incremental close

Question 2

After closing the sale,it would be proper to say,"Do you know anyone else who might be interested in this product?"

Accepted Answer

A) True 
 B)False

Question 3

An incremental commitment close is especially appropriate for a product:

Accepted Answer

A) with a direct sales cycle 
B) with a long,complex sales cycle 
C) that is extremely expensive 
D) that involves a buying committee 
E) that involves few closing clues 
A) with a direct sales cycle 
B) with a long,complex sales cycle 
C) that is extremely expensive 
D) that involves a buying committee 
E) that involves few closing clues

Question 4

A salesperson who says,"If you will sign the order today,I can guarantee delivery within five days,"is using which of the following closing methods?

Accepted Answer

A) direct appeal 
B) assumption 
C) limited choice 
D) summary-of-benefits 
E) combination 
A) direct appeal 
B) assumption 
C) limited choice 
D) summary-of-benefits 
E) combination

Question 5

When a customer says"no,"there is no chance that the decision can be changed,so a salesperson should leave the office quickly.

Accepted Answer

A) True 
 B)False

Question 6

________ are closing attempts made at opportune times during the sales presentation to encourage the customer to reveal readiness or objection to buying.

Accepted Answer

The answer of ________ are closing attempts made at opportune...

Question 7

Which of the following is a major step to be followed when using the multiple options close?

Accepted Answer

A) Review methods of payment. 
B) Create one solid product configuration for the client. 
C) Include all the bestselling products in the configuration. 
D) Introduce new products during a lull in the conversation. 
E) Concentrate on the options the prospect seems to be interested in. 
A) Review methods of payment. 
B) Create one solid product configuration for the client. 
C) Include all the bestselling products in the configuration. 
D) Introduce new products during a lull in the conversation. 
E) Concentrate on the options the prospect seems to be interested in.

Question 8

Salespeople should persist if the first effort to close is rejected,as this type of buyer admires persistence. Which communication style does this buyer have?

Accepted Answer

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

Question 9

It is important for the salesperson to pay close attention to the buyer's interests during the need discovery phase to:

Accepted Answer

A) uncover the dominant buying motives 
B) lengthen the selling cycle 
C) determine the value proposition of the product 
D) create peer pressure 
E) use style flexing 
A) uncover the dominant buying motives 
B) lengthen the selling cycle 
C) determine the value proposition of the product 
D) create peer pressure 
E) use style flexing

Question 10

An example of a trial close is when the salesperson says,"Can I get your signature here?"

Accepted Answer

A) True 
 B)False

Question 11

Once a salesperson has lost a deal,the salesperson should:

Accepted Answer

A) remove the client's records from the CRM system 
B) send the client an e-mail expressing displeasure with the negotiation process 
C) avoid any future contact with the client 
D) make sure the client knows about the weaknesses of the competitor 
E) keep the door open for future sales 
A) remove the client's records from the CRM system 
B) send the client an e-mail expressing displeasure with the negotiation process 
C) avoid any future contact with the client 
D) make sure the client knows about the weaknesses of the competitor 
E) keep the door open for future sales

Question 12

As a general rule,a salesperson should ask for the sale no more than three times.

Accepted Answer

A) True 
 B)False

Question 13

List and describe the three types of closing cues.

Accepted Answer

1.Questions.The buyer asks a question ab

Question 14

Ahmed ElShatif sells life and disability insurance to members of a large union in the Willamette Valley region. His company is the only approved insurance vendor for the union. Although he is not competing against other insurance agents, his prospects are not required to buy any insurance coverage at all. He spends an average of 20 minutes with each prospect, learning about their needs and explaining the various insurance products, and choosing the right combination for each prospect.
-Which statement from a prospect is best categorized as a requirement clue?

Accepted Answer

A) "I don't understand the purpose of disability insurance." 
B) "When is the first payment due?" 
C) "My entire family will need dental coverage." 
D) "Will this insurance cover hospitalization?" 
E) "I have coverage through my wife's job." 
A) "I don't understand the purpose of disability insurance." 
B) "When is the first payment due?" 
C) "My entire family will need dental coverage." 
D) "Will this insurance cover hospitalization?" 
E) "I have coverage through my wife's job."

Question 15

Ahmed ElShatif sells life and disability insurance to members of a large union in the Willamette Valley region. His company is the only approved insurance vendor for the union. Although he is not competing against other insurance agents, his prospects are not required to buy any insurance coverage at all. He spends an average of 20 minutes with each prospect, learning about their needs and explaining the various insurance products, and choosing the right combination for each prospect.
-Even if a prospect does not buy from Ahmed now,Ahmed should most likely:

Accepted Answer

A) delete the prospect's record 
B) mark the prospect's file"Sale Lost" 
C) ask another sales representative at the firm to approach the prospect 
D) call the prospect every week until the prospect buys the insurance 
E) continue to make contact once a year with the prospect 
A) delete the prospect's record 
B) mark the prospect's file"Sale Lost" 
C) ask another sales representative at the firm to approach the prospect 
D) call the prospect every week until the prospect buys the insurance 
E) continue to make contact once a year with the prospect

Question 16

Requirements posed by the customer may indicate readiness to buy.

Accepted Answer

A) True 
 B)False

Question 17

Difficulties closing the sale are most likely to arise when:

Accepted Answer

A) the salesperson is not strategically prepared for the close 
B) the"magic moment"has elapsed before the close has been attempted 
C) verbal and nonverbal clues contradict each other 
D) the customer responds positively to the trial close 
E) the salesperson has too much confidence in the close 
A) the salesperson is not strategically prepared for the close 
B) the"magic moment"has elapsed before the close has been attempted 
C) verbal and nonverbal clues contradict each other 
D) the customer responds positively to the trial close 
E) the salesperson has too much confidence in the close

Question 18

Which of the following statements most likely illustrates a trial close?

Accepted Answer

A) "How close are we to completing this sale?" 
B) "Since we have all the information,let's place the order." 
C) "Would you prefer paying on the first or the fifteenth every month?" 
D) "You can pay the premium in full or monthly. Which do you prefer?" 
E) "May I have you sign this information release form to complete the process?" 
A) "How close are we to completing this sale?" 
B) "Since we have all the information,let's place the order." 
C) "Would you prefer paying on the first or the fifteenth every month?" 
D) "You can pay the premium in full or monthly. Which do you prefer?" 
E) "May I have you sign this information release form to complete the process?"

Question 19

A(n)________ is an indication,either verbal or nonverbal,that the prospect is preparing to make a buying decision.

Accepted Answer

The answer of A(n)________ is an indication,either verbal or nonverbal,that...

Question 20

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.
-Which of the following is a signal that Anne is ready to sign the contract to book the reception?

Accepted Answer

A) She looks at her watch. 
B) She checks her phone for messages. 
C) She asks,"How much do I need to put down now to reserve the date?" 
D) She asks,"Why don't you offer pre-set desserts?" 
E) She says,"The country club offers a chocolate fountain at no extra cost." 
A) She looks at her watch. 
B) She checks her phone for messages. 
C) She asks,"How much do I need to put down now to reserve the date?" 
D) She asks,"Why don't you offer pre-set desserts?" 
E) She says,"The country club offers a chocolate fountain at no extra cost."

Withholding information from customers and revealing it at the close would most likely:

After closing the sale,it would be proper to say,"Do you know anyone else who might be interested in this product?"

An incremental commitment close is especially appropriate for a product:

A salesperson who says,"If you will sign the order today,I can guarantee delivery within five days,"is using which of the following closing methods?

When a customer says"no,"there is no chance that the decision can be changed,so a salesperson should leave the office quickly.

________ are closing attempts made at opportune times during the sales presentation to encourage the customer to reveal readiness or objection to buying.

Which of the following is a major step to be followed when using the multiple options close?

Salespeople should persist if the first effort to close is rejected,as this type of buyer admires persistence. Which communication style does this buyer have?

It is important for the salesperson to pay close attention to the buyer's interests during the need discovery phase to:

An example of a trial close is when the salesperson says,"Can I get your signature here?"

Once a salesperson has lost a deal,the salesperson should:

As a general rule,a salesperson should ask for the sale no more than three times.

List and describe the three types of closing cues.

Requirements posed by the customer may indicate readiness to buy.

Difficulties closing the sale are most likely to arise when:

Which of the following statements most likely illustrates a trial close?

A(n)________ is an indication,either verbal or nonverbal,that the prospect is preparing to make a buying decision.

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

Withholding information from customers and revealing it at the close would most likely:

After closing the sale,it would be proper to say,"Do you know anyone else who might be interested in this product?"

An incremental commitment close is especially appropriate for a product:

A salesperson who says,"If you will sign the order today,I can guarantee delivery within five days,"is using which of the following closing methods?

When a customer says"no,"there is no chance that the decision can be changed,so a salesperson should leave the office quickly.

________ are closing attempts made at opportune times during the sales presentation to encourage the customer to reveal readiness or objection to buying.

Which of the following is a major step to be followed when using the multiple options close?

Salespeople should persist if the first effort to close is rejected,as this type of buyer admires persistence. Which communication style does this buyer have?

It is important for the salesperson to pay close attention to the buyer's interests during the need discovery phase to:

An example of a trial close is when the salesperson says,"Can I get your signature here?"

Once a salesperson has lost a deal,the salesperson should:

As a general rule,a salesperson should ask for the sale no more than three times.

List and describe the three types of closing cues.

Requirements posed by the customer may indicate readiness to buy.

Difficulties closing the sale are most likely to arise when:

Which of the following statements most likely illustrates a trial close?

A(n)________ is an indication,either verbal or nonverbal,that the prospect is preparing to make a buying decision.

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