Question 1

The ________ close offers the buyer something extra for acting immediately.

Accepted Answer

The answer of The ________ close offers the buyer something...

Question 2

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 3

A buyer with a(n)________ communication style is influenced by emotion and should not be pressured to make a quick decision.

Accepted Answer

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

Question 4

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 5

The confirmation step is most likely important because it:

Accepted Answer

A)  assures that the customer cannot back out of the purchase 
B)  reassures buyers that they made the right decision 
C)  means that the salesperson can collect a commission 
D)  leads into the service step of the process 
E)  signals an end to buyer's remorse 
A)  assures that the customer cannot back out of the purchase 
B)  reassures buyers that they made the right decision 
C)  means that the salesperson can collect a commission 
D)  leads into the service step of the process 
E)  signals an end to buyer's remorse

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

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

Accepted Answer

A) True 
 B)False

Question 8

When you are working on a large,complex sale you should try to achieve incremental commitment.

Accepted Answer

A) True 
 B)False

Question 9

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

Accepted Answer

A)  Show less confidence at closing. 
B)  Engage in longer selling cycles. 
C)  Focus on individual buying motives. 
D)  Strive for incremental commitment. 
E)  Avoid surprises at the close. 
A)  Show less confidence at closing. 
B)  Engage in longer selling cycles. 
C)  Focus on individual buying motives. 
D)  Strive for incremental commitment. 
E)  Avoid surprises at the close.

Question 10

The statement,"We have always wanted to own a travel trailer like this one," is a closing clue that falls into which category?

Accepted Answer

A)  benefits 
B)  requirements 
C)  questions 
D)  recognitions 
E)  assumptions 
A)  benefits 
B)  requirements 
C)  questions 
D)  recognitions 
E)  assumptions

Question 11

Matt,a computer salesperson,tells a prospect,"As I described earlier,we have two financing methods available.Which of them do you prefer?" Matt is most likely using which closing method?

Accepted Answer

A)  step-by-step 
B)  special concession 
C)  direct appeal 
D)  multiple options 
E)  assumptive 
A)  step-by-step 
B)  special concession 
C)  direct appeal 
D)  multiple options 
E)  assumptive

Question 12

What suggestions would you give to a salesperson that does not successfully close a sale?

Accepted Answer

1.Make sure the deal is really dead.Ther

Question 13

Lack of self-confidence prevents some salespeople from asking for the order.

Accepted Answer

A) True 
 B)False

Question 14

Salespeople should be confident at the time of the close if they can answer "yes" to all of the following questions EXCEPT:

Accepted Answer

A)  Do you believe in your product? 
B)  Do you believe in your company? 
C)  Do you believe in yourself? 
D)  Are you ready to give discounts if they are needed? 
E)  Have you identified a solution to the customer's problem? 
A)  Do you believe in your product? 
B)  Do you believe in your company? 
C)  Do you believe in yourself? 
D)  Are you ready to give discounts if they are needed? 
E)  Have you identified a solution to the customer's problem?

Question 15

You have covered the major points of the sales presentation and detected considerable buyer interest,but you feel that the prospect will not be able to put the entire picture together without help.Which type of closing would be most appropriate?

Accepted Answer

A)  balance sheet close 
B)  management close 
C)  summary-of-benefits close 
D)  trial close 
E)  assumptive close 
A)  balance sheet close 
B)  management close 
C)  summary-of-benefits close 
D)  trial close 
E)  assumptive close

Question 16

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.
-Which of the following would most likely help Shane close a sale with the church representative?

Accepted Answer

A)  considering the value proposition from the prospect's point of view 
B)  focusing on every benefit and feature of rail car advertising 
C)  negotiating tough points during the close 
D)  mentioning additional fees during the close 
E)  asking for the order only one time 
A)  considering the value proposition from the prospect's point of view 
B)  focusing on every benefit and feature of rail car advertising 
C)  negotiating tough points during the close 
D)  mentioning additional fees during the close 
E)  asking for the order only one time

Question 17

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

Accepted Answer

A)  Discuss the customer's family and other personal matters. 
B)  Describe the satisfaction that will come from owning the product. 
C)  Ask the customer to write a testimonial about the value of the product. 
D)  Initiate a general conversation about the industry and economy. 
E)  Discuss other products the buyer could have purchased instead. 
A)  Discuss the customer's family and other personal matters. 
B)  Describe the satisfaction that will come from owning the product. 
C)  Ask the customer to write a testimonial about the value of the product. 
D)  Initiate a general conversation about the industry and economy. 
E)  Discuss other products the buyer could have purchased instead.

Question 18

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 19

Putting pressure on a buyer with a(n)________ communication style will most likely make the buyer more indecisive.

Accepted Answer

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

Question 20

When you are working on a large,complex sale you should most likely try to achieve:

Accepted Answer

A)  joint partnership 
B)  special concessions 
C)  immediate commitment 
D)  transactional synergy 
E)  incremental commitment 
A)  joint partnership 
B)  special concessions 
C)  immediate commitment 
D)  transactional synergy 
E)  incremental commitment

The ________ close offers the buyer something extra for acting immediately.

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

A buyer with a(n)________ communication style is influenced by emotion and should not be pressured to make a quick decision.

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

The confirmation step is most likely important because it:

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

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

When you are working on a large,complex sale you should try to achieve incremental commitment.

The statement,"We have always wanted to own a travel trailer like this one," is a closing clue that falls into which category?

Matt,a computer salesperson,tells a prospect,"As I described earlier,we have two financing methods available.Which of them do you prefer?" Matt is most likely using which closing method?

What suggestions would you give to a salesperson that does not successfully close a sale?

Lack of self-confidence prevents some salespeople from asking for the order.

Salespeople should be confident at the time of the close if they can answer "yes" to all of the following questions EXCEPT:

You have covered the major points of the sales presentation and detected considerable buyer interest,but you feel that the prospect will not be able to put the entire picture together without help.Which type of closing would be most appropriate?

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

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?

Putting pressure on a buyer with a(n)________ communication style will most likely make the buyer more indecisive.

When you are working on a large,complex sale you should most likely try to achieve:

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

The ________ close offers the buyer something extra for acting immediately.

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

A buyer with a(n)________ communication style is influenced by emotion and should not be pressured to make a quick decision.

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

The confirmation step is most likely important because it:

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

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

When you are working on a large,complex sale you should try to achieve incremental commitment.

The statement,"We have always wanted to own a travel trailer like this one," is a closing clue that falls into which category?

Matt,a computer salesperson,tells a prospect,"As I described earlier,we have two financing methods available.Which of them do you prefer?" Matt is most likely using which closing method?

What suggestions would you give to a salesperson that does not successfully close a sale?

Lack of self-confidence prevents some salespeople from asking for the order.

Salespeople should be confident at the time of the close if they can answer "yes" to all of the following questions EXCEPT:

You have covered the major points of the sales presentation and detected considerable buyer interest,but you feel that the prospect will not be able to put the entire picture together without help.Which type of closing would be most appropriate?

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

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?

Putting pressure on a buyer with a(n)________ communication style will most likely make the buyer more indecisive.

When you are working on a large,complex sale you should most likely try to achieve:

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