Question 1

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 2

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 3

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 4

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.
-When attempting to close a sale,Ahmed should most likely do all of the following EXCEPT:

Accepted Answer

A) focus on a single point of greatest interest 
B) recognize verbal and nonverbal closing clues 
C) keep the prospect involved in the presentation 
D) accommodate the buyer's communication style 
E) reveal additional service and transaction fees 
A) focus on a single point of greatest interest 
B) recognize verbal and nonverbal closing clues 
C) keep the prospect involved in the presentation 
D) accommodate the buyer's communication style 
E) reveal additional service and transaction fees

Question 5

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

Accepted Answer

The answer of ________ is an emotional response that can...

Question 6

A(n)________ is an indication,either verbal or nonverbal,that the prospect is preparing to make a buying decision.

Accepted Answer

The answer of A(n)________ is an indication,either verbal or nonverbal,that...

Question 7

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 8

Michael LeBoeuf,author of How to Win Customers and Keep Them for Life,says that a surprising number of yes responses occur:

Accepted Answer

A) during the first trial close 
B) on the fourth or fifth closing attempt 
C) during the approach stage of the sales process 
D) after the salesperson asks for the order twice 
E) after the salesperson gives up the sale as lost 
A) during the first trial close 
B) on the fourth or fifth closing attempt 
C) during the approach stage of the sales process 
D) after the salesperson asks for the order twice 
E) after the salesperson gives up the sale as lost

Question 9

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 10

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

Accepted Answer

A) True 
 B)False

Question 11

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 12

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

Accepted Answer

A) True 
 B)False

Question 13

An incremental close is especially appropriate for a product:

Accepted Answer

A) with a direct sales cycle 
B) with a long,complex sales cycle 
C) that is extremely expensive 
D) that involves a buying committee 
E) that involves few closing clues 
A) with a direct sales cycle 
B) with a long,complex sales cycle 
C) that is extremely expensive 
D) that involves a buying committee 
E) that involves few closing clues

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

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 16

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 17

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 18

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?

Accepted Answer

A) "Are you ready to purchase the package and provide us with the down payment to reserve the date?" 
B) "We've got you in the African Savannah room from six to midnight,with a four-course dinner for 200,cake-cutting and plating,and full bar for $16,000.Is that correct?" 
C) "If you sign the contract now I can give you a champagne toast for free." 
D) "Do you have any questions about pricing or package options?" 
E) "As soon as you sign the contract,your date will be booked!" 
A) "Are you ready to purchase the package and provide us with the down payment to reserve the date?" 
B) "We've got you in the African Savannah room from six to midnight,with a four-course dinner for 200,cake-cutting and plating,and full bar for $16,000.Is that correct?" 
C) "If you sign the contract now I can give you a champagne toast for free." 
D) "Do you have any questions about pricing or package options?" 
E) "As soon as you sign the contract,your date will be booked!"

Question 19

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

Accepted Answer

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

Question 20

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.

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

The confirmation step is most likely important because it:

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

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

A(n)________ is an indication,either verbal or nonverbal,that the prospect is preparing to make a buying decision.

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

Michael LeBoeuf,author of How to Win Customers and Keep Them for Life,says that a surprising number of yes responses occur:

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

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

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 incremental close is especially appropriate for a product:

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.

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?

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

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

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

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

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Exam 14: Adapting the Close and Confirming the Partnership

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

The confirmation step is most likely important because it:

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

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

A(n)________ is an indication,either verbal or nonverbal,that the prospect is preparing to make a buying decision.

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

Michael LeBoeuf,author of How to Win Customers and Keep Them for Life,says that a surprising number of yes responses occur:

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

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

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 incremental close is especially appropriate for a product:

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.

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?

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

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

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

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