Question 1

An emotional response that can take various forms such as feelings of regret,fear,or anxiety is:

Accepted Answer

A) Saturday-morning syndrome 
B) buyer's high 
C) buyer's remorse 
D) closing reluctance 
E) closing reserve 
A) Saturday-morning syndrome 
B) buyer's high 
C) buyer's remorse 
D) closing reluctance 
E) closing reserve

Question 2

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 would give Ahmed the strongest indicator that the prospect was ready to close the sale?

Accepted Answer

A) The prospect says,"I don't understand why I'd need disability insurance." 
B) The prospect says,"When is the first payment due?" 
C) The prospect says,"I'm very happy with my current coverage." 
D) The prospect says,"Don't you have any less expensive policies?" 
E) The prospect says,"I have coverage through my wife's job." 
A) The prospect says,"I don't understand why I'd need disability insurance." 
B) The prospect says,"When is the first payment due?" 
C) The prospect says,"I'm very happy with my current coverage." 
D) The prospect says,"Don't you have any less expensive policies?" 
E) The prospect says,"I have coverage through my wife's job."

Question 3

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.
-Why is post-sale service and execution of the event particularly important for Lacey as a sales representative?

Accepted Answer

A) The zoo is so small that Lacey is also the catering manager. 
B) Lacey needs repeat wedding business from the bride. 
C) Without giving a discount,Lacey must make up for the high prices the zoo charges. 
D) The event itself is both a presentation and a proof device for all of the attendees that can bring Lacey more sales. 
E) Lacey must make up for the missed opportunity to excel at delivery and installation. 
A) The zoo is so small that Lacey is also the catering manager. 
B) Lacey needs repeat wedding business from the bride. 
C) Without giving a discount,Lacey must make up for the high prices the zoo charges. 
D) The event itself is both a presentation and a proof device for all of the attendees that can bring Lacey more sales. 
E) Lacey must make up for the missed opportunity to excel at delivery and installation.

Question 4

A ________ 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 ________ is any positive statement regarding...

Question 5

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 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 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 6

Incremental closes are especially appropriate for products:

Accepted Answer

A) with a direct sales cycle 
B) with a long,complex sales cycle 
C) that are extremely expensive 
D) requiring more than one decision-maker to purchase 
E) that are complex technically 
A) with a direct sales cycle 
B) with a long,complex sales cycle 
C) that are extremely expensive 
D) requiring more than one decision-maker to purchase 
E) that are complex technically

Question 7

As a general rule,a salesperson should ask for the sale no more than three times.

Accepted Answer

A) True 
 B)False

Question 8

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.
-Because Lacey sells a service and not a product it is vital that:

Accepted Answer

A) she use proof devices to sell the event 
B) she be on the scene when delivery is made 
C) she not charge sales tax 
D) she talk Anne into buying something Anne doesn't really need 
E) she work closely with the events manager to ensure perfect execution of the event 
A) she use proof devices to sell the event 
B) she be on the scene when delivery is made 
C) she not charge sales tax 
D) she talk Anne into buying something Anne doesn't really need 
E) she work closely with the events manager to ensure perfect execution of the event

Question 9

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 type of close is Lacey most likely to use?

Accepted Answer

A) summary of benefits 
B) trial 
C) direct appeal 
D) assumptive 
E) special options 
A) summary of benefits 
B) trial 
C) direct appeal 
D) assumptive 
E) special options

Question 10

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

Accepted Answer

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

Question 11

An example of a trial close is when the salesperson says,"Can I get your signature here?"

Accepted Answer

A) True 
 B)False

Question 12

Requirements posed by the customer may indicate readiness to buy.

Accepted Answer

A) True 
 B)False

Question 13

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 do not value professional credentials or titles. 
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 do not value professional credentials or titles.

Question 14

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.
-What makes selling ad space in the commuter rail system especially difficult?

Accepted Answer

A) There are many other places and mediums in which prospects can advertise,so Shane needs to present a compelling reason to advertise on trains and in stations. 
B) People buy products,not services,so it is difficult for Shane to sell something that is not a tangible product. 
C) No one wants to pay for something that should be free,so Shane has to build a case for why a prospect should pay for ad space instead of getting it free. 
D) Prospects are concerned about buying advertising space on a moving vehicle,as they worry that the audience will not be able to read their messages. 
E) Prospects worry that the commuter rail ads target a specific audience. 
A) There are many other places and mediums in which prospects can advertise,so Shane needs to present a compelling reason to advertise on trains and in stations. 
B) People buy products,not services,so it is difficult for Shane to sell something that is not a tangible product. 
C) No one wants to pay for something that should be free,so Shane has to build a case for why a prospect should pay for ad space instead of getting it free. 
D) Prospects are concerned about buying advertising space on a moving vehicle,as they worry that the audience will not be able to read their messages. 
E) Prospects worry that the commuter rail ads target a specific audience.

Question 15

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 and the church representative spend time talking about ways to structure the deal to make it possible for the church to buy the ads.Shane offers to discount the ad space if the church pays for the printing costs.This discussion is part of:

Accepted Answer

A) an extended close 
B) negotiations 
C) rebuilding rapport 
D) logrolling 
E) partnering 
A) an extended close 
B) negotiations 
C) rebuilding rapport 
D) logrolling 
E) partnering

Question 16

Lack of self-confidence may prevent salespeople from asking for the order.

Accepted Answer

A) True 
 B)False

Question 17

You have covered the major points of the sales presentation and detected considerable buyer interest,but you feel that the prospect will not be able to put the entire picture together without help.Which type of closing would be most appropriate?

Accepted Answer

A) balance sheet close 
B) management close 
C) summary-of-benefits close 
D) trial close 
E) assumptive close 
A) balance sheet close 
B) management close 
C) summary-of-benefits close 
D) trial close 
E) assumptive close

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 with her and is ready to close the sale and ask Anne to sign the contract.
-Which of the following is a signal that Anne is ready to sign the contract to book the reception?

Accepted Answer

A) She looks at her watch. 
B) She checks her phone for messages. 
C) She asks,"How much do I need to put down now to reserve the date?" 
D) She asks,"Why don't you offer pre-set desserts?" 
E) She says,"The country club offers a chocolate fountain at no extra cost." 
A) She looks at her watch. 
B) She checks her phone for messages. 
C) She asks,"How much do I need to put down now to reserve the date?" 
D) She asks,"Why don't you offer pre-set desserts?" 
E) She says,"The country club offers a chocolate fountain at no extra cost."

Question 19

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

Accepted Answer

A) True 
 B)False

Question 20

What suggestions would you give to a salesperson that does not successfully close a sale?

Accepted Answer

1.Make sure the deal is really dead.Ther

An emotional response that can take various forms such as feelings of regret,fear,or anxiety is:

A ________ is any positive statement regarding your product or some factor relating to the sale,such as credit terms or delivery date.

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

Incremental closes are especially appropriate for products:

As a general rule,a salesperson should ask for the sale no more than three times.

The close offers the buyer something extra for acting immediately.

An example of a trial close is when the salesperson says,"Can I get your signature here?"

Requirements posed by the customer may indicate readiness to buy.

Which is true of doing sales work in Latin America?

Lack of self-confidence may prevent salespeople from asking for the order.

You have covered the major points of the sales presentation and detected considerable buyer interest,but you feel that the prospect will not be able to put the entire picture together without help.Which type of closing would be most appropriate?

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

What suggestions would you give to a salesperson that does not successfully close a sale?

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

An emotional response that can take various forms such as feelings of regret,fear,or anxiety is:

A ________ is any positive statement regarding your product or some factor relating to the sale,such as credit terms or delivery date.

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

Incremental closes are especially appropriate for products:

As a general rule,a salesperson should ask for the sale no more than three times.

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

An example of a trial close is when the salesperson says,"Can I get your signature here?"

Requirements posed by the customer may indicate readiness to buy.

Which is true of doing sales work in Latin America?

Lack of self-confidence may prevent salespeople from asking for the order.

You have covered the major points of the sales presentation and detected considerable buyer interest,but you feel that the prospect will not be able to put the entire picture together without help.Which type of closing would be most appropriate?

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

What suggestions would you give to a salesperson that does not successfully close a sale?

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

The close offers the buyer something extra for acting immediately.