Question 1

Matching
-Showing disappointment when the buyer refuses to purchase the product

Accepted Answer

A)  inappropriate during the close 
B)  appropriate during the close 
C)  appropriate during preapproach 
D)  special concession close 
E)  aggressive closing techniques
F) closing clues
G) before attempting to close the sale.
H) verbal closing clue 
A)  inappropriate during the close 
B)  appropriate during the close 
C)  appropriate during preapproach 
D)  special concession close 
E)  aggressive closing techniques
F) closing clues
G) before attempting to close the sale.
H) verbal closing clue A

Question 2

Matching
-Indication customers are preparing to make a buying decision

Accepted Answer

A)  inappropriate during the close 
B)  appropriate during the close 
C)  appropriate during preapproach 
D)  special concession close 
E)  aggressive closing techniques
F) closing clues
G) before attempting to close the sale.
H) verbal closing clue 
A)  inappropriate during the close 
B)  appropriate during the close 
C)  appropriate during preapproach 
D)  special concession close 
E)  aggressive closing techniques
F) closing clues
G) before attempting to close the sale.
H) verbal closing clue F

Question 3

Matching
-Controversial issues and tough points should be negotiated

Accepted Answer

A)  inappropriate during the close 
B)  appropriate during the close 
C)  appropriate during preapproach 
D)  special concession close 
E)  aggressive closing techniques
F) closing clues
G) before attempting to close the sale.
H) verbal closing clue 
A)  inappropriate during the close 
B)  appropriate during the close 
C)  appropriate during preapproach 
D)  special concession close 
E)  aggressive closing techniques
F) closing clues
G) before attempting to close the sale.
H) verbal closing clue G

Question 4

Matching
-Using the direct appeal close when selling to a decisive buyer

Accepted Answer

A)  inappropriate during the close 
B)  appropriate during the close 
C)  appropriate during preapproach 
D)  special concession close 
E)  aggressive closing techniques
F) closing clues
G) before attempting to close the sale.
H) verbal closing clue 
A)  inappropriate during the close 
B)  appropriate during the close 
C)  appropriate during preapproach 
D)  special concession close 
E)  aggressive closing techniques
F) closing clues
G) before attempting to close the sale.
H) verbal closing clue

Question 5

Matching
-Using the direct-appeal closing method after the prospect steps back to admire the product following the demonstration

Accepted Answer

A)  inappropriate during the close 
B)  appropriate during the close 
C)  appropriate during preapproach 
D)  special concession close 
E)  aggressive closing techniques
F) closing clues
G) before attempting to close the sale.
H) verbal closing clue 
A)  inappropriate during the close 
B)  appropriate during the close 
C)  appropriate during preapproach 
D)  special concession close 
E)  aggressive closing techniques
F) closing clues
G) before attempting to close the sale.
H) verbal closing clue

Question 6

Matching
-"What interest rate are you offering at this time" is a

Accepted Answer

A)  inappropriate during the close 
B)  appropriate during the close 
C)  appropriate during preapproach 
D)  special concession close 
E)  aggressive closing techniques
F) closing clues
G) before attempting to close the sale.
H) verbal closing clue 
A)  inappropriate during the close 
B)  appropriate during the close 
C)  appropriate during preapproach 
D)  special concession close 
E)  aggressive closing techniques
F) closing clues
G) before attempting to close the sale.
H) verbal closing clue

Question 7

Matching
-buying signals

Accepted Answer

A)  inappropriate during the close 
B)  appropriate during the close 
C)  appropriate during preapproach 
D)  special concession close 
E)  aggressive closing techniques
F) closing clues
G) before attempting to close the sale.
H) verbal closing clue 
A)  inappropriate during the close 
B)  appropriate during the close 
C)  appropriate during preapproach 
D)  special concession close 
E)  aggressive closing techniques
F) closing clues
G) before attempting to close the sale.
H) verbal closing clue

Question 8

Matching
-A close in which you offer something extra to the buyer for acting immediately

Accepted Answer

A)  inappropriate during the close 
B)  appropriate during the close 
C)  appropriate during preapproach 
D)  special concession close 
E)  aggressive closing techniques
F) closing clues
G) before attempting to close the sale.
H) verbal closing clue 
A)  inappropriate during the close 
B)  appropriate during the close 
C)  appropriate during preapproach 
D)  special concession close 
E)  aggressive closing techniques
F) closing clues
G) before attempting to close the sale.
H) verbal closing clue

Question 9

Matching
-Reemphasizing benefits to gain a favorable decision

Accepted Answer

A)  inappropriate during the close 
B)  appropriate during the close 
C)  appropriate during preapproach 
D)  special concession close 
E)  aggressive closing techniques
F) closing clues
G) before attempting to close the sale.
H) verbal closing clue 
A)  inappropriate during the close 
B)  appropriate during the close 
C)  appropriate during preapproach 
D)  special concession close 
E)  aggressive closing techniques
F) closing clues
G) before attempting to close the sale.
H) verbal closing clue

Question 10

Matching
-Using a trial close in the form of a confirmation question

Accepted Answer

A)  inappropriate during the close 
B)  appropriate during the close 
C)  appropriate during preapproach 
D)  special concession close 
E)  aggressive closing techniques
F) closing clues
G) before attempting to close the sale.
H) verbal closing clue 
A)  inappropriate during the close 
B)  appropriate during the close 
C)  appropriate during preapproach 
D)  special concession close 
E)  aggressive closing techniques
F) closing clues
G) before attempting to close the sale.
H) verbal closing clue

Question 11

Matching
-Forestalling the tough points until later in the close

Accepted Answer

A)  inappropriate during the close 
B)  appropriate during the close 
C)  appropriate during preapproach 
D)  special concession close 
E)  aggressive closing techniques
F) closing clues
G) before attempting to close the sale.
H) verbal closing clue 
A)  inappropriate during the close 
B)  appropriate during the close 
C)  appropriate during preapproach 
D)  special concession close 
E)  aggressive closing techniques
F) closing clues
G) before attempting to close the sale.
H) verbal closing clue

Question 12

Matching
-Waiting until the close to reveal information that may surprise the prospect

Accepted Answer

A)  inappropriate during the close 
B)  appropriate during the close 
C)  appropriate during preapproach 
D)  special concession close 
E)  aggressive closing techniques
F) closing clues
G) before attempting to close the sale.
H) verbal closing clue 
A)  inappropriate during the close 
B)  appropriate during the close 
C)  appropriate during preapproach 
D)  special concession close 
E)  aggressive closing techniques
F) closing clues
G) before attempting to close the sale.
H) verbal closing clue

Question 13

Matching
-Asking for the order more than once

Accepted Answer

A)  inappropriate during the close 
B)  appropriate during the close 
C)  appropriate during preapproach 
D)  special concession close 
E)  aggressive closing techniques
F) closing clues
G) before attempting to close the sale.
H) verbal closing clue 
A)  inappropriate during the close 
B)  appropriate during the close 
C)  appropriate during preapproach 
D)  special concession close 
E)  aggressive closing techniques
F) closing clues
G) before attempting to close the sale.
H) verbal closing clue

Question 14

Matching
-Multi-call sales presentations and longer sales cycles require

Accepted Answer

A)  inappropriate during the close 
B)  appropriate during the close 
C)  appropriate during preapproach 
D)  special concession close 
E)  aggressive closing techniques
F) closing clues
G) before attempting to close the sale.
H) verbal closing clue 
A)  inappropriate during the close 
B)  appropriate during the close 
C)  appropriate during preapproach 
D)  special concession close 
E)  aggressive closing techniques
F) closing clues
G) before attempting to close the sale.
H) verbal closing clue

Question 15

Matching
-Preparing your-self to do everything possible to help your prospect do intelligent comparison shopping

Accepted Answer

A)  inappropriate during the close 
B)  appropriate during the close 
C)  appropriate during preapproach 
D)  special concession close 
E)  aggressive closing techniques
F) closing clues
G) before attempting to close the sale.
H) verbal closing clue 
A)  inappropriate during the close 
B)  appropriate during the close 
C)  appropriate during preapproach 
D)  special concession close 
E)  aggressive closing techniques
F) closing clues
G) before attempting to close the sale.
H) verbal closing clue

Matching -Showing disappointment when the buyer refuses to purchase the product

Matching -Indication customers are preparing to make a buying decision

Matching -Controversial issues and tough points should be negotiated

Matching -Using the direct appeal close when selling to a decisive buyer

Matching -Using the direct-appeal closing method after the prospect steps back to admire the product following the demonstration

Matching -"What interest rate are you offering at this time" is a

Matching -buying signals

Matching -A close in which you offer something extra to the buyer for acting immediately

Matching -Reemphasizing benefits to gain a favorable decision

Matching -Using a trial close in the form of a confirmation question

Matching -Forestalling the tough points until later in the close

Matching -Waiting until the close to reveal information that may surprise the prospect

Matching -Asking for the order more than once

Matching -Multi-call sales presentations and longer sales cycles require

Matching -Preparing your-self to do everything possible to help your prospect do intelligent comparison shopping

Relationship Selling Opportunities in the Information Economy

Management of the Sales Force

Evolution of Selling Models That Complement the Marketing Concept

Creating Value With a Relationship Strategy

Communication Styles: A Key to Adaptive Selling Today

Ethics: The Foundation for Relationships in Selling

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behaviour

Developing and Qualifying a Prospect Base

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

Filters

Exam 14: Adapting the Close and Confirming the Partnership

Matching -Showing disappointment when the buyer refuses to purchase the product

Matching -Indication customers are preparing to make a buying decision

Matching -Controversial issues and tough points should be negotiated

Matching -Using the direct appeal close when selling to a decisive buyer

Matching -Using the direct-appeal closing method after the prospect steps back to admire the product following the demonstration

Matching -"What interest rate are you offering at this time" is a

Matching -buying signals

Matching -A close in which you offer something extra to the buyer for acting immediately

Matching -Reemphasizing benefits to gain a favorable decision

Matching -Using a trial close in the form of a confirmation question

Matching -Forestalling the tough points until later in the close

Matching -Waiting until the close to reveal information that may surprise the prospect

Matching -Asking for the order more than once

Matching -Multi-call sales presentations and longer sales cycles require

Matching -Preparing your-self to do everything possible to help your prospect do intelligent comparison shopping

Relationship Selling Opportunities in the Information Economy

Management of the Sales Force

Evolution of Selling Models That Complement the Marketing Concept

Creating Value With a Relationship Strategy

Communication Styles: A Key to Adaptive Selling Today

Ethics: The Foundation for Relationships in Selling

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behaviour

Developing and Qualifying a Prospect Base

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

Filters