Exam 14: Adapting the Close and Confirming the Partnership

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

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

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?

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?

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?

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.

As a general rule,a salesperson should ask for the sale no more than three times.

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. -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?

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

The best closing method is:

During the close,attention should be focused on:

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

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

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

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?

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

Difficulties closing the sale are most likely to arise when:

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?

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?

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