Question 1

Closing the sale means obtaining a ________ from the prospect or customer.

Accepted Answer

A) Nonverbal signal. 
B) Verbal signal. 
C) Commitment. 
D) Offer. 
A) Nonverbal signal. 
B) Verbal signal. 
C) Commitment. 
D) Offer.

Question 2

Excellence in call preparation yields confidence and professionalism.

Accepted Answer

A) True 
 B)False

Question 3

"What color do you prefer?" is an example of a ______________ close.

Accepted Answer

A) Assumptive. 
B) Alternative choice. 
C) Minor point. 
D) Direct. 
A) Assumptive. 
B) Alternative choice. 
C) Minor point. 
D) Direct.

Question 4

"Our company can really benefit from your product" is an example of ___________ buying signal.

Accepted Answer

A) Giving positive feedback. 
B) Asking questions. 
C) Seeking other opinions. 
D) Providing purchase requirements. 
A) Giving positive feedback. 
B) Asking questions. 
C) Seeking other opinions. 
D) Providing purchase requirements.

Question 5

Julie takes the time to identify with and understand her buyer's situation,motives,and feelings.Julie has developed:

Accepted Answer

A) Rejection understanding. 
B) Buying signal skill. 
C) Tenacity. 
D) Empathy. 
A) Rejection understanding. 
B) Buying signal skill. 
C) Tenacity. 
D) Empathy.

Question 6

Performance gaps result in:

Accepted Answer

A) Tenacious sales people. 
B) Silence. 
C) Customer complaints. 
D) Empathy training. 
A) Tenacious sales people. 
B) Silence. 
C) Customer complaints. 
D) Empathy training.

Question 7

How is tenacity important to success in sales?

Accepted Answer

Successful salespeople are suc

Question 8

Many salespeople fail to close sales because they ignore or are insensitive to:

Accepted Answer

A) Customer's feelings. 
B) Service recovery adaptation. 
C) Buying signals. 
D) Silence. 
A) Customer's feelings. 
B) Service recovery adaptation. 
C) Buying signals. 
D) Silence.

Question 9

What does it mean to have empathy for customers and prospects,and how can it affect selling?

Accepted Answer

Empathy is understanding the b

Question 10

Research has shown that satisfied customers:

Accepted Answer

A) Are not always loyal customers. 
B) Provide the most referrals. 
C) Smile when the salesperson enters the room. 
D) All of the choices are correct. 
A) Are not always loyal customers. 
B) Provide the most referrals. 
C) Smile when the salesperson enters the room. 
D) All of the choices are correct.

Question 11

When using silence to close the sale,it is important to:

Accepted Answer

A) Count the seconds on your watch. 
B) Only allow a few seconds for the customer to respond. 
C) Give the customer the maximum leeway to respond. 
D) All of the choices are correct. 
A) Count the seconds on your watch. 
B) Only allow a few seconds for the customer to respond. 
C) Give the customer the maximum leeway to respond. 
D) All of the choices are correct.

Question 12

When salespeople view closing the sale as a discrete event that takes place at the end of a sales call,it can lead to:

Accepted Answer

A) Anxiety. 
B) Success. 
C) Early sales. 
D) Customer satisfaction. 
A) Anxiety. 
B) Success. 
C) Early sales. 
D) Customer satisfaction.

Question 13

Regina finds most of her good customers are quite satisfied with her company and its products,but many do not remain loyal.Regina may be losing customers because of:

Accepted Answer

A) Changes in competitors' offerings. 
B) Changes in customers' requirements. 
C) Changes in the marketing environment. 
D) All of the choices are correct. 
A) Changes in competitors' offerings. 
B) Changes in customers' requirements. 
C) Changes in the marketing environment. 
D) All of the choices are correct.

Question 14

With a standing-room-only closing,the benefits of acting now must be:

Accepted Answer

A) Large. 
B) Measurable. 
C) Real. 
D) Followed up to ensure they are not overpromised. 
A) Large. 
B) Measurable. 
C) Real. 
D) Followed up to ensure they are not overpromised.

Question 15

The customer's primary contact with a company is the:

Accepted Answer

A) Salesperson. 
B) Customer service center. 
C) Production assembly office. 
D) Logistics manager. 
A) Salesperson. 
B) Customer service center. 
C) Production assembly office. 
D) Logistics manager.

Question 16

Closing the sale should take place:

Accepted Answer

A) At any point in the sales presentation. 
B) Only after addressing objections. 
C) When the full value proposition has been articulated. 
D) When the sales person is finished. 
A) At any point in the sales presentation. 
B) Only after addressing objections. 
C) When the full value proposition has been articulated. 
D) When the sales person is finished.

Question 17

Harold has learned from experience that he does not have to deliver his sales presentation to a buyer who:

Accepted Answer

A) Is his friend. 
B) Has purchased from him before. 
C) Is already sold. 
D) All of the choices are correct. 
A) Is his friend. 
B) Has purchased from him before. 
C) Is already sold. 
D) All of the choices are correct.

Question 18

"How soon can we get this?" is an example of ___________ buying signal.

Accepted Answer

A) Giving positive feedback. 
B) Asking questions. 
C) Seeking other opinions. 
D) Providing purchase requirements. 
A) Giving positive feedback. 
B) Asking questions. 
C) Seeking other opinions. 
D) Providing purchase requirements.

Question 19

Using an example,describe an alternative choice closing.

Accepted Answer

Answers will vary bu

Question 20

"Since our warehouse is small,we will need to take half the order at one time: an example of ___________ buying signal.

Accepted Answer

A) Giving positive feedback. 
B) Asking questions. 
C) Seeking other opinions. 
D) Providing purchase requirements. 
A) Giving positive feedback. 
B) Asking questions. 
C) Seeking other opinions. 
D) Providing purchase requirements.

Closing the sale means obtaining a ________ from the prospect or customer.

Excellence in call preparation yields confidence and professionalism.

"What color do you prefer?" is an example of a ______________ close.

"Our company can really benefit from your product" is an example of ___________ buying signal.

Julie takes the time to identify with and understand her buyer's situation,motives,and feelings.Julie has developed:

Performance gaps result in:

How is tenacity important to success in sales?

Many salespeople fail to close sales because they ignore or are insensitive to:

What does it mean to have empathy for customers and prospects,and how can it affect selling?

Research has shown that satisfied customers:

When using silence to close the sale,it is important to:

When salespeople view closing the sale as a discrete event that takes place at the end of a sales call,it can lead to:

Regina finds most of her good customers are quite satisfied with her company and its products,but many do not remain loyal.Regina may be losing customers because of:

With a standing-room-only closing,the benefits of acting now must be:

The customer's primary contact with a company is the:

Closing the sale should take place:

Harold has learned from experience that he does not have to deliver his sales presentation to a buyer who:

"How soon can we get this?" is an example of ___________ buying signal.

Using an example,describe an alternative choice closing.

"Since our warehouse is small,we will need to take half the order at one time: an example of ___________ buying signal.

Introduction to Relationship Selling

Using Information to Understand Sellers and Buyers

Value Creation in Buyer-Seller Relationships

Ethical and Legal Issues in Relationship Selling

Prospecting and Sales Call Planning

Communicating the Sales Message

Negotiating for Win-Win Solutions

Self-Management: Time and Territory

Salesperson Performance: Behavior,Motivation,and Role Perceptions

Recruiting and Selecting Sales-people

Training Sales-People for Sales Success

Sales-Person Compensation and Incentives

Evaluating Sales-Person Performance

Filters

Exam 8: Closing the Sale and Follow-Up

Closing the sale means obtaining a ________ from the prospect or customer.

Excellence in call preparation yields confidence and professionalism.

"What color do you prefer?" is an example of a ______________ close.

"Our company can really benefit from your product" is an example of ___________ buying signal.

Julie takes the time to identify with and understand her buyer's situation,motives,and feelings.Julie has developed:

Performance gaps result in:

How is tenacity important to success in sales?

Many salespeople fail to close sales because they ignore or are insensitive to:

What does it mean to have empathy for customers and prospects,and how can it affect selling?

Research has shown that satisfied customers:

When using silence to close the sale,it is important to:

When salespeople view closing the sale as a discrete event that takes place at the end of a sales call,it can lead to:

Regina finds most of her good customers are quite satisfied with her company and its products,but many do not remain loyal.Regina may be losing customers because of:

With a standing-room-only closing,the benefits of acting now must be:

The customer's primary contact with a company is the:

Closing the sale should take place:

Harold has learned from experience that he does not have to deliver his sales presentation to a buyer who:

"How soon can we get this?" is an example of ___________ buying signal.

Using an example,describe an alternative choice closing.

"Since our warehouse is small,we will need to take half the order at one time: an example of ___________ buying signal.

Introduction to Relationship Selling

Using Information to Understand Sellers and Buyers

Value Creation in Buyer-Seller Relationships

Ethical and Legal Issues in Relationship Selling

Prospecting and Sales Call Planning

Communicating the Sales Message

Negotiating for Win-Win Solutions

Self-Management: Time and Territory

Salesperson Performance: Behavior,Motivation,and Role Perceptions

Recruiting and Selecting Sales-people

Training Sales-People for Sales Success

Sales-Person Compensation and Incentives

Evaluating Sales-Person Performance

Filters