Question 1

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

Accepted Answer

A) not necessary if the product was quality 
B) a game that could be won with strong persuasion 
C) a battle between salesperson and buyer 
D) the only thing a salesperson needed to practice 
E) the most important aspect of the sales process 
A) not necessary if the product was quality 
B) a game that could be won with strong persuasion 
C) a battle between salesperson and buyer 
D) the only thing a salesperson needed to practice 
E) the most important aspect of the sales process

Question 2

Withholding information from customers to reveal at the close is a bad idea because springing new information could:

Accepted Answer

A) be a violation of federal "truth in advertising" laws 
B) cause the customer to buy more units 
C) jeopardize the sale and cause bad feelings 
D) be considered an assumptive close 
E) benefit a rival salesperson 
A) be a violation of federal "truth in advertising" laws 
B) cause the customer to buy more units 
C) jeopardize the sale and cause bad feelings 
D) be considered an assumptive close 
E) benefit a rival salesperson

Question 3

When a customer says "no" there is no chance that the decision can be changed.

Accepted Answer

A) True 
 B)False

Question 4

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

Accepted Answer

A) True 
 B)False

Question 5

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 6

During the close,attention should be focused on:

Accepted Answer

A) a more detailed analysis of customer objections 
B) introducing the customer to associated products and services 
C) the one specific benefit that generates the most excitement 
D) the ceremonial aspect of the presentation 
E) the features the product has that set it apart from the competition 
A) a more detailed analysis of customer objections 
B) introducing the customer to associated products and services 
C) the one specific benefit that generates the most excitement 
D) the ceremonial aspect of the presentation 
E) the features the product has that set it apart from the competition

Question 7

Salespeople should provide support for this type of buyer's opinions and ideas,as this buyer needs social acceptance.Which communication style does this buyer have?

Accepted Answer

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

Question 8

If the prospect says "no," which of the following should the salesperson avoid?

Accepted Answer

A) Thank the prospect sincerely. 
B) Prepare the prospect to evaluate competing products. 
C) Review the chain of events. 
D) Make sure the deal is really dead. 
E) Display open disappointment and indicate that you would like to return later and present the proposal a second time. 
A) Thank the prospect sincerely. 
B) Prepare the prospect to evaluate competing products. 
C) Review the chain of events. 
D) Make sure the deal is really dead. 
E) Display open disappointment and indicate that you would like to return later and present the proposal a second time.

Question 9

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.
-Ahmed knows the insurance he sells is a good value and that it is important for his clients to ensure their security in case of disability and for their families when they die.Since he is so confident about his product and how well it fulfills his clients' needs,he is most likely to use which type of close?

Accepted Answer

A) assumptive 
B) direct appeal 
C) trial 
D) special options 
A) assumptive 
B) direct appeal 
C) trial 
D) special options

Question 10

Salespeople should never put pressure on a buyer with this communication style,and must understand the buyer's perceived risks to overcome them.Which communication style does this buyer have?

Accepted Answer

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

Question 11

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.
-A particular challenge for Ahmed is:

Accepted Answer

A) packing as many presentations as possible into a day 
B) making the time to rehearse his presentation 
C) understanding the shipping options for his product 
D) treating each presentation as if it were the only one of the day 
E) introducing an entirely new type of product to clients who aren't familiar with it 
A) packing as many presentations as possible into a day 
B) making the time to rehearse his presentation 
C) understanding the shipping options for his product 
D) treating each presentation as if it were the only one of the day 
E) introducing an entirely new type of product to clients who aren't familiar with it

Question 12

A salesperson who says,"As I described earlier,we have two financing methods available;Which of them do you prefer?" is using which of the following closing methods?

Accepted Answer

A) negotiate the single problem 
B) special concession 
C) direct appeal close 
D) multiple options 
E) combination method 
A) negotiate the single problem 
B) special concession 
C) direct appeal close 
D) multiple options 
E) combination method

Question 13

The confirmation step is important because it:

Accepted Answer

A) assures that the customer can not back out of the purchase 
B) reassures the buyer that they made the right decision 
C) means that the salesperson can collect the commission on the sale 
D) leads into the service step 
E) signals to the shipper to ship the product 
A) assures that the customer can not back out of the purchase 
B) reassures the buyer that they made the right decision 
C) means that the salesperson can collect the commission on the sale 
D) leads into the service step 
E) signals to the shipper to ship the product

Question 14

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.
-A prospect who does not buy from Ahmed now:

Accepted Answer

A) has probably purchased from another sales representative,so Ahmed deletes the prospect's record 
B) is unlikely to need insurance,so Ahmed marks the file "Sale Lost." 
C) probably did not like Ahmed personally,so Ahmed asks another sales representative at his company to approach the prospect 
D) needs to be persuaded to buy,so Ahmed calls or emails every week until the prospect buys 
E) is likely to need insurance in the future,so Ahmed continues to make contact once a year with the prospect 
A) has probably purchased from another sales representative,so Ahmed deletes the prospect's record 
B) is unlikely to need insurance,so Ahmed marks the file "Sale Lost." 
C) probably did not like Ahmed personally,so Ahmed asks another sales representative at his company to approach the prospect 
D) needs to be persuaded to buy,so Ahmed calls or emails every week until the prospect buys 
E) is likely to need insurance in the future,so Ahmed continues to make contact once a year with the prospect

Question 15

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 16

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

Accepted Answer

A) a client that has been lost once will be lost again 
B) the sales manager can take appropriate disciplinary action against the salesperson 
C) this will help the salesperson to determine how to retaliate against the competition 
D) this will enable the salesperson to learn from his or her mistakes 
E) this will determine if the client signed a letter of agreement or not 
A) a client that has been lost once will be lost again 
B) the sales manager can take appropriate disciplinary action against the salesperson 
C) this will help the salesperson to determine how to retaliate against the competition 
D) this will enable the salesperson to learn from his or her mistakes 
E) this will determine if the client signed a letter of agreement or not

Question 17

The best closing method is:

Accepted Answer

A) the one the sales manager prefers 
B) the one that is appropriate to the customer 
C) the one the salesperson has rehearsed most often 
D) either the assumptive or the summary-of-benefits close 
E) the multiple options close 
A) the one the sales manager prefers 
B) the one that is appropriate to the customer 
C) the one the salesperson has rehearsed most often 
D) either the assumptive or the summary-of-benefits close 
E) the multiple options close

Question 18

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

Accepted Answer

A) True 
 B)False

Question 19

Which of the following is a nonverbal buying clue?

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 or study the sales literature 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 or study the sales literature as a way to tune out the salesperson's voice.

Question 20

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

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

Withholding information from customers to reveal at the close is a bad idea because springing new information could:

When a customer says "no" there is no chance that the decision can be changed.

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

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

During the close,attention should be focused on:

Salespeople should provide support for this type of buyer's opinions and ideas,as this buyer needs social acceptance.Which communication style does this buyer have?

If the prospect says "no," which of the following should the salesperson avoid?

Salespeople should never put pressure on a buyer with this communication style,and must understand the buyer's perceived risks to overcome them.Which communication style does this buyer have?

A salesperson who says,"As I described earlier,we have two financing methods available;Which of them do you prefer?" is using which of the following closing methods?

The confirmation step is important because it:

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

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

The best closing method is:

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

Which of the following is a nonverbal buying clue?

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

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Compliment 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 Behavior

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 Demonstration

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

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

Withholding information from customers to reveal at the close is a bad idea because springing new information could:

When a customer says "no" there is no chance that the decision can be changed.

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

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

During the close,attention should be focused on:

Salespeople should provide support for this type of buyer's opinions and ideas,as this buyer needs social acceptance.Which communication style does this buyer have?

If the prospect says "no," which of the following should the salesperson avoid?

Salespeople should never put pressure on a buyer with this communication style,and must understand the buyer's perceived risks to overcome them.Which communication style does this buyer have?

A salesperson who says,"As I described earlier,we have two financing methods available;Which of them do you prefer?" is using which of the following closing methods?

The confirmation step is important because it:

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

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

The best closing method is:

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

Which of the following is a nonverbal buying clue?

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

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Compliment 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 Behavior

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 Demonstration

Negotiating Buyer Concerns

Servicing the Sale and Building the Partnership

Opportunity Management: the Key to Greater Sales Productivity

Management of the Sales Force

Filters