Exam 14: Adapting the Close and Confirming the Partnership

Explore all topics

Salespeople should never put pressure on a buyer with this communication style,and will not get anywhere by appealing to emotions.Which communication style does this buyer have?

(Multiple Choice)

4.9/5

(46)

Question 61

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

(Multiple Choice)

4.8/5

(36)

Question 62

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. -Despite the discount Shane offers,the church representative cannot regain trust in him,and walks away from the deal.What can Shane learn from this experience?

(Multiple Choice)

4.8/5

(42)

Question 63

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

(Short Answer)

4.8/5

(37)

Question 64

When you are working on a large,complex sale you should try to achieve incremental commitment.

(True/False)

4.9/5

(38)

Question 65

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 feels the presentation and negotiation have gone well,so he decides to use a direct appeal close.What might he say to the representative of the church?

(Multiple Choice)

4.9/5

(39)

Question 66

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?

(Multiple Choice)

4.8/5

(47)

Question 67

Showing 61 - 67 of 67

Salespeople should never put pressure on a buyer with this communication style,and will not get anywhere by appealing to emotions.Which communication style does this buyer have?

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

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

When you are working on a large,complex sale you should try to achieve incremental commitment.

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?

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