Exam 14: Adapting the Close and Confirming the Partnership

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. -Despite the discount Shane offers,the church representative walks away from the deal. What can Shane most likely learn from this experience?

An indication,either verbal or nonverbal,that the prospect is preparing to make a buying decision is called a(n):

After closing a sale,the salesperson should do which of the following?

There are a number of factors that will increase the odds that you will close the sale. List the guidelines for closing the sale that have universal application.

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. -When attempting to close a sale,Ahmed should most likely do all of the following EXCEPT:

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 statement most likely indicates that Lacey is implementing a summary-of-benefits close?

The confirmation step is most likely important because it:

Role playing is the best way to experience the feelings that accompany closing and to practice the skills needed to close sales.

When doing business in most of Latin America,your business card should be translated into Spanish.

Which is true of doing sales work in Latin America?

A buyer with a(n)________ communication style most likely needs support and social acceptance from a salesperson.

Most nonverbal closing clues are easy to detect and interpret.

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. -When it is time for the church representative to sign the contract,Shane mentions that printing costs are not included in the price he quoted during the presentation. The church representative feels deliberately misled by Shane and finds that the printing costs put the ads over the church's budget. At what point should Shane have discussed the price breakdown?

The direct appeal works best if it occurs early in the sales presentation before a prospect shows clear interest in a product.

Which of the following is most likely a nonverbal clue indicating that a prospect is prepared to purchase the product?

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. -After the church representative walks away from the sale,Shane should:

Closing the sale should also be thought of as:

Obtaining some form of commitment during each step of the sales process is called ________ commitment.

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 feels the presentation and negotiation have gone well,so he decides to use a direct appeal close. What would Shane most likely say to the representative of the church?

To close a sale more effectively,it helps to look at the value proposition: