Question 1

A good strategy for closing,large,complex,multi-call sales is:

Accepted Answer

A) using the special concession closing method 
B) using the management closing method 
C) using the direct appeal closing method 
D) using the multiple option closing method 
E) using the incremental commitment closing method 
A) using the special concession closing method 
B) using the management closing method 
C) using the direct appeal closing method 
D) using the multiple option closing method 
E) using the incremental commitment closing method E

Question 2

Sara is sending Ira a closing clue.She leans forward and her facial expression shows genuine interest.Her clue is what type?

Accepted Answer

A) requirement 
B) verbal 
C) nonverbal 
D) recognition 
E) statement 
A) requirement 
B) verbal 
C) nonverbal 
D) recognition 
E) statement C

Question 3

Another name for the summary-of-benefits close is:

Accepted Answer

A) feature-benefit close. 
B) balance-sheet close. 
C) T-account close. 
D) the step-by-step close. 
E) value-added close. 
A) feature-benefit close. 
B) balance-sheet close. 
C) T-account close. 
D) the step-by-step close. 
E) value-added close. D

Question 4

Morgan tells Mr.Bushe that his product: 1)is economical,2)warranted for five years,and 3)his company will train Mr.Bushe's staff to use the product.Morgan is using what type of close?

Accepted Answer

A) a management close 
B) a late close 
C) a guarantee close 
D) a minor point close 
E) a summary of benefits close 
A) a management close 
B) a late close 
C) a guarantee close 
D) a minor point close 
E) a summary of benefits close

Question 5

Most nonverbal closing clues are easy to detect and interpret.

Accepted Answer

A) True 
 B)False

Question 6

__________ selling cycles have become a fact of life in recent years.

Accepted Answer

The answer of __________ selling cycles have become a fact...

Question 7

A trial close can be used more than once during the sales presentation.

Accepted Answer

A) True 
 B)False

Question 8

At the closing stage,a salesperson should pay particular attention to:

Accepted Answer

A) the value proposition from the prospect's point of view. 
B) the buyer's body language. 
C) the dominant buying motive of the buyer. 
D) his own level of confidence. 
E) all of the above 
A) the value proposition from the prospect's point of view. 
B) the buyer's body language. 
C) the dominant buying motive of the buyer. 
D) his own level of confidence. 
E) all of the above

Question 9

An early closing sales attempt may be interpreted as ________ selling.

Accepted Answer

A) unprofessional 
B) hasty 
C) rushed 
D) pressure 
E) early 
A) unprofessional 
B) hasty 
C) rushed 
D) pressure 
E) early

Question 10

There are a number of factors that will increase the odds that you will close the sale.List those guidelines for closing the sale that have universal application in the field of selling.

Accepted Answer

a.Recognize closing clues.
b.Focus on po

Question 11

The main reason to perform the confirmation step is to:

Accepted Answer

A) prevent or reduce buyer's remorse. 
B) see if the customer is ready to buy. 
C) provide a summary of benefits. 
D) close the sale. 
E) prepare the prospect for contact with the competition. 
A) prevent or reduce buyer's remorse. 
B) see if the customer is ready to buy. 
C) provide a summary of benefits. 
D) close the sale. 
E) prepare the prospect for contact with the competition.

Question 12

Prospects with Directive communication style do not experience buyer's remorse because they tend to be more self-assured.

Accepted Answer

A) True 
 B)False

Question 13

Mary-Anne is giving Ira a closing clue by saying,"What type of warranty do you provide." Her clue is what type?

Accepted Answer

A) question 
B) opinion 
C) statement 
D) verbal 
E) requirement 
A) question 
B) opinion 
C) statement 
D) verbal 
E) requirement

Question 14

One reason why there are longer selling cycles today is because more people are becoming involved in many purchase decisions.

Accepted Answer

A) True 
 B)False

Question 15

Buyers commonly experience buyer's remorse once they place an order.

Accepted Answer

A) True 
 B)False

Question 16

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

Accepted Answer

A) questions 
B) oblique angles 
C) requirements 
D) mental commitment 
E) recognitions 
A) questions 
B) oblique angles 
C) requirements 
D) mental commitment 
E) recognitions

Question 17

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 18

The most clear,simple,and straight-forward close is the:

Accepted Answer

A) assumptive close. 
B) summary-of-benefits close. 
C) trial close. 
D) take-it-for-granted close. 
E) direct appeal close. 
A) assumptive close. 
B) summary-of-benefits close. 
C) trial close. 
D) take-it-for-granted close. 
E) direct appeal close.

Question 19

Michael has been working on his confirmation step of the close.This involves:

Accepted Answer

A) ensuring he has got the order correct. 
B) preparing for after-sales service. 
C) discussing buyer's remorse problem with the customer. 
D) reassuring the customer. 
E) ensuring he has sold as much as he can. 
A) ensuring he has got the order correct. 
B) preparing for after-sales service. 
C) discussing buyer's remorse problem with the customer. 
D) reassuring the customer. 
E) ensuring he has sold as much as he can.

Question 20

Non-verbal buying signals are less reliable than verbal buying signals.

Accepted Answer

A) True 
 B)False

A good strategy for closing,large,complex,multi-call sales is:

Sara is sending Ira a closing clue.She leans forward and her facial expression shows genuine interest.Her clue is what type?

Another name for the summary-of-benefits close is:

Morgan tells Mr.Bushe that his product: 1)is economical,2)warranted for five years,and 3)his company will train Mr.Bushe's staff to use the product.Morgan is using what type of close?

Most nonverbal closing clues are easy to detect and interpret.

__________ selling cycles have become a fact of life in recent years.

A trial close can be used more than once during the sales presentation.

At the closing stage,a salesperson should pay particular attention to:

An early closing sales attempt may be interpreted as ________ selling.

There are a number of factors that will increase the odds that you will close the sale.List those guidelines for closing the sale that have universal application in the field of selling.

The main reason to perform the confirmation step is to:

Prospects with Directive communication style do not experience buyer's remorse because they tend to be more self-assured.

Mary-Anne is giving Ira a closing clue by saying,"What type of warranty do you provide." Her clue is what type?

One reason why there are longer selling cycles today is because more people are becoming involved in many purchase decisions.

Buyers commonly experience buyer's remorse once they place an order.

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

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

The most clear,simple,and straight-forward close is the:

Michael has been working on his confirmation step of the close.This involves:

Non-verbal buying signals are less reliable than verbal buying signals.

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Complement the Marketing Concept

Creating Value With a Relationship Strategy

Communication Styles: a Key to Adaptive Selling Today

Ethics: the Foundation for Relationships in Selling

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behaviour

Developing and Qualifying a Prospect Base

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

A good strategy for closing,large,complex,multi-call sales is:

Sara is sending Ira a closing clue.She leans forward and her facial expression shows genuine interest.Her clue is what type?

Another name for the summary-of-benefits close is:

Morgan tells Mr.Bushe that his product: 1)is economical,2)warranted for five years,and 3)his company will train Mr.Bushe's staff to use the product.Morgan is using what type of close?

Most nonverbal closing clues are easy to detect and interpret.

__________ selling cycles have become a fact of life in recent years.

A trial close can be used more than once during the sales presentation.

At the closing stage,a salesperson should pay particular attention to:

An early closing sales attempt may be interpreted as ________ selling.

There are a number of factors that will increase the odds that you will close the sale.List those guidelines for closing the sale that have universal application in the field of selling.

The main reason to perform the confirmation step is to:

Prospects with Directive communication style do not experience buyer's remorse because they tend to be more self-assured.

Mary-Anne is giving Ira a closing clue by saying,"What type of warranty do you provide." Her clue is what type?

One reason why there are longer selling cycles today is because more people are becoming involved in many purchase decisions.

Buyers commonly experience buyer's remorse once they place an order.

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

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

The most clear,simple,and straight-forward close is the:

Michael has been working on his confirmation step of the close.This involves:

Non-verbal buying signals are less reliable than verbal buying signals.

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Complement the Marketing Concept

Creating Value With a Relationship Strategy

Communication Styles: a Key to Adaptive Selling Today

Ethics: the Foundation for Relationships in Selling

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behaviour

Developing and Qualifying a Prospect Base

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