Exam 14: Adapting the Close and Confirming the Partnership

Which of the following is one of the buying anxieties that make customers reluctant to commit,according to Gene Bedell,author of 3 Steps to Yes?

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

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?

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

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

Prior to the introduction of consultative selling and the partnering era,closing was often presented as:

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 considerably 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?

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

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?

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 of the following statements most likely illustrates a trial close?

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?

An incremental close is especially appropriate for a product:

During the close,attention should be focused on:

Most nonverbal closing clues are easy to detect and interpret.

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

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. -Why is it most likely important for Lacey to engage in the confirmation step after closing a sale with Anne?

The direct appeal close is avoided by most salespeople because it adds complexity to a selling/buying situation.

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 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?

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

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?