Exam 14: Adapting the Close and Confirming the Partnership

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.

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

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

Salespeople should persist if the first effort to close is rejected,as this type of buyer admires persistence.Which communication style does this buyer have?

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

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

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

Difficulties closing the sale are most likely to arise when:

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?

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 with her and is ready to close the sale and ask Anne to sign the contract. -What language is Lacey most likely to use to close the sale?

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

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?

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

Most nonverbal closing clues are easy to detect and interpret.

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 new church trying to attract new members by advertising their philosophy and service times. -Shane did not mention to the representative of the church that the cost of printing the ads is not included in the price he quoted until it is time for the representative to sign the contract.The church representative feels that he has been deliberately misled by Shane,and finds that the printing cost puts the ads way out of the church's budget.At what point should Shane have discussed the price breakdown?

The direct appeal works best if it does not come during the sales presentation.

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

Some companies no longer include closing methods in their sales training programs.

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,so he is not competing against other insurance agents,but 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 is Ahmed most likely to say to close the sale with the prospect?

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