Question 1

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 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

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 4

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

Accepted Answer

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

Question 5

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?

Accepted Answer

A) lack of strategy 
B) lack of loyalty 
C) fear of making a mistake 
D) fear of asking for the close 
E) fear of public speaking 
A) lack of strategy 
B) lack of loyalty 
C) fear of making a mistake 
D) fear of asking for the close 
E) fear of public speaking

Question 6

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

Accepted Answer

A) True 
 B)False

Question 7

________ 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 8

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

Accepted Answer

A) True 
 B)False

Question 9

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

Accepted Answer

A) assumptive close 
B) trial close 
C) approach 
D) direct close 
E) closing clue 
A) assumptive close 
B) trial close 
C) approach 
D) direct close 
E) closing clue

Question 10

Most nonverbal closing clues are easy to detect and interpret.

Accepted Answer

A) True 
 B)False

Question 11

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 12

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 13

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 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

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

Accepted Answer

A) less relevant than strategy 
B) a type of win-win negotiation 
C) an unnecessary aspect of selling 
D) a minor component of personal sales 
E) the most important aspect of the sales process 
A) less relevant than strategy 
B) a type of win-win negotiation 
C) an unnecessary aspect of selling 
D) a minor component of personal sales 
E) the most important aspect of the sales process

Question 16

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

Accepted Answer

A) indication that the customer is undecided about the buying decision 
B) indication you should speed up the sales presentation 
C) verbal or nonverbal form of feedback from the customer 
D) indication that the prospect fully understands the merits of your product 
E) request from the customer for more information 
A) indication that the customer is undecided about the buying decision 
B) indication you should speed up the sales presentation 
C) verbal or nonverbal form of feedback from the customer 
D) indication that the prospect fully understands the merits of your product 
E) request from the customer for more information

Question 17

Requirements posed by the customer may indicate readiness to buy.

Accepted Answer

A) True 
 B)False

Question 18

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

Accepted Answer

A) True 
 B)False

Question 19

When doing business in most of Latin America,your business card should be translated into Spanish.

Accepted Answer

A) True 
 B)False

Question 20

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

Accepted Answer

A) violate federal truth in advertising laws 
B) cause the customer to buy more units 
C) jeopardize the completion of the sale 
D) be considered an assumptive close 
E) minimize the incremental close 
A) violate federal truth in advertising laws 
B) cause the customer to buy more units 
C) jeopardize the completion of the sale 
D) be considered an assumptive close 
E) minimize the incremental close

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

Which is true of doing sales work in Latin America?

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

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

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?

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

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

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

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

Most nonverbal closing clues are easy to detect and interpret.

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

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?

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

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

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

Requirements posed by the customer may indicate readiness to buy.

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

When doing business in most of Latin America,your business card should be translated into Spanish.

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

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

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

Which is true of doing sales work in Latin America?

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

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

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?

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

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

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

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

Most nonverbal closing clues are easy to detect and interpret.

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

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?

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

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

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

Requirements posed by the customer may indicate readiness to buy.

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

When doing business in most of Latin America,your business card should be translated into Spanish.

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

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