Question 1

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 2

Which is true of doing sales work in Latin America?

Accepted Answer

A)  You might receive a hug and pat on the back as part of the greeting process. 
B)  Your interactions with decision makers will be direct and efficient. 
C)  Lunch with the client tends to be brief and productive. 
D)  Brazilian clients conduct business in Spanish or Portuguese interchangeably. 
E)  Latin Americans tend to be very punctual for appointments. 
A)  You might receive a hug and pat on the back as part of the greeting process. 
B)  Your interactions with decision makers will be direct and efficient. 
C)  Lunch with the client tends to be brief and productive. 
D)  Brazilian clients conduct business in Spanish or Portuguese interchangeably. 
E)  Latin Americans tend to be very punctual for appointments.

Question 3

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 4

Requirements posed by the customer may indicate readiness to buy.

Accepted Answer

A) True 
 B)False

Question 5

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.
-Ahmed knows the insurance he sells is a good value and that it is beneficial to customers.Moreover,Ahmed is confident that most prospects have already decided to purchase the insurance.What type of close will Ahmed most likely use?

Accepted Answer

A)  assumptive 
B)  direct appeal 
C)  trial 
D)  special options 
E)  management 
A)  assumptive 
B)  direct appeal 
C)  trial 
D)  special options 
E)  management

Question 6

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

Accepted Answer

A)  from the customer's point of view 
B)  from the competition's point of view 
C)  as a made-up concept 
D)  as the objective to reach for 
E)  to determine which type of close to use 
A)  from the customer's point of view 
B)  from the competition's point of view 
C)  as a made-up concept 
D)  as the objective to reach for 
E)  to determine which type of close to use

Question 7

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

Accepted Answer

A) True 
 B)False

Question 8

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 email 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 email 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 9

A(n)________ is any positive statement regarding your product or some factor relating to the sale,such as credit terms or delivery date.

Accepted Answer

The answer of A(n)________ is any positive statement regarding your...

Question 10

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 11

One of the least subtle buying signals displayed by the customer is the question.

Accepted Answer

A) True 
 B)False

Question 12

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

Accepted Answer

A) True 
 B)False

Question 13

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 14

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.

Accepted Answer

1.Focus on dominant buying motives.
2.Re

Question 15

When a sale is lost,it is important to review the chain of events because:

Accepted Answer

A)  a client that has been lost once will be lost again 
B)  the sales manager must take disciplinary action against the salesperson 
C)  the salesperson should determine how to retaliate against the competition 
D)  the salesperson will be able to learn from mistakes 
E)  the client must decide to offer referrals 
A)  a client that has been lost once will be lost again 
B)  the sales manager must take disciplinary action against the salesperson 
C)  the salesperson should determine how to retaliate against the competition 
D)  the salesperson will be able to learn from mistakes 
E)  the client must decide to offer referrals

Question 16

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

Accepted Answer

A)  The prospect asks about the terms of the sale. 
B)  The prospect's facial expression becomes closed off. 
C)  The prospect crosses her arms over her body. 
D)  The prospect leans forward and appears to be intent on hearing your message. 
E)  The prospect begins to examine the product as a way to tune out the salesperson's voice. 
A)  The prospect asks about the terms of the sale. 
B)  The prospect's facial expression becomes closed off. 
C)  The prospect crosses her arms over her body. 
D)  The prospect leans forward and appears to be intent on hearing your message. 
E)  The prospect begins to examine the product as a way to tune out the salesperson's voice.

Question 17

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

Accepted Answer

A) True 
 B)False

Question 18

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 19

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 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

Question 20

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

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

Which is true of doing sales work in Latin America?

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

Requirements posed by the customer may indicate readiness to buy.

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

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

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

A(n)________ is any positive statement regarding your product or some factor relating to the sale,such as credit terms or delivery date.

One of the least subtle buying signals displayed by the customer is the question.

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

The best closing method is:

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.

When a sale is lost,it is important to review the chain of events because:

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

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

Difficulties closing the sale are most likely to arise when:

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

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

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

Which is true of doing sales work in Latin America?

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

Requirements posed by the customer may indicate readiness to buy.

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

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

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

A(n)________ is any positive statement regarding your product or some factor relating to the sale,such as credit terms or delivery date.

One of the least subtle buying signals displayed by the customer is the question.

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

The best closing method is:

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.

When a sale is lost,it is important to review the chain of events because:

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

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

Difficulties closing the sale are most likely to arise when:

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

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