Question 1

The salesperson should not slow down a presentation even if the prospect is a slow thinker.

Accepted Answer

A) True 
 B)False  False

Question 2

A T-account close is based on the process that people use when they make a decision by weighing the pros against the cons.

Accepted Answer

A) True 
 B)False  True

Question 3

What should the Golden Rule salesperson do when it is obvious that a product is not what the buyer really needs?

Accepted Answer

Unlike the traditional salesperson,who will sell it to the buyer even if he/she does not need it,a Golden Rule salesperson should place the buyer's interest first and may suggest to the buyer that the product may not suit his/her needs.The Golden Rule salesperson should refrain from engaging in unethical sales practice.This is extremely important in building a long-term business relationship.

Question 4

As a salesperson,you need to know that the business proposition:

Accepted Answer

A)  should never be used during the sales presentation. 
B)  is a weak selling tool that should be added in an appendix. 
C)  should be used only if the prospect has multiple objections. 
D)  should follow the discussion of the product's FABs and marketing plan. 
E)  typically does not help you close the sale. 
A)  should never be used during the sales presentation. 
B)  is a weak selling tool that should be added in an appendix. 
C)  should be used only if the prospect has multiple objections. 
D)  should follow the discussion of the product's FABs and marketing plan. 
E)  typically does not help you close the sale.

Question 5

Which of the following is the best example of the standing-room-only close?

Accepted Answer

A)  "I have made 5 packets for you and I will ship them soon?" 
B)  "Will you want the merchandise delivered on Friday or Monday?" 
C)  "We have only one more digital camera in stock, and we won't be receiving more until next month." 
D)  "The color of that suit looks beautiful with your skin tone, and the way it is cut really shows off your figure." 
E)  "These specific features make this computer monitor an absolute necessity for you." 
A)  "I have made 5 packets for you and I will ship them soon?" 
B)  "Will you want the merchandise delivered on Friday or Monday?" 
C)  "We have only one more digital camera in stock, and we won't be receiving more until next month." 
D)  "The color of that suit looks beautiful with your skin tone, and the way it is cut really shows off your figure." 
E)  "These specific features make this computer monitor an absolute necessity for you."

Question 6

The statement,"I'll place that order for six pallets of potting soil right now," is an example of an unethical close.

Accepted Answer

A) True 
 B)False

Question 7

A salesperson can easily adapt FAB statements and the SELL Sequence to make a(n)_____ close.

Accepted Answer

A)  alternative-choice 
B)  assumptive 
C)  summary-of-benefits 
D)  minor-points 
E)  direct 
A)  alternative-choice 
B)  assumptive 
C)  summary-of-benefits 
D)  minor-points 
E)  direct

Question 8

Why is it recommended that a salesperson remain quiet after asking for an order?

Accepted Answer

It is important to be silent after askin

Question 9

After the pharmaceutical salesperson asks for the order,the very next thing he should do is to:

Accepted Answer

A)  describe the options from which the buyer may choose. 
B)  place his order pad on the counter and open it to a new page. 
C)  remain silent and wait for the prospect to respond. 
D)  offer the prospect an extra inducement to buy now. 
E)  confirm the size of his commission. 
A)  describe the options from which the buyer may choose. 
B)  place his order pad on the counter and open it to a new page. 
C)  remain silent and wait for the prospect to respond. 
D)  offer the prospect an extra inducement to buy now. 
E)  confirm the size of his commission.

Question 10

Before making a close,a salesperson should put away all visual aids since they will distract the prospect.

Accepted Answer

A) True 
 B)False

Question 11

Amanda is a B2B salesperson.She believes that the modified balance sheet close is best suited to sell her products.Amanda would most likely avoid:

Accepted Answer

A)  openly listing the benefits of her products to prospects. 
B)  reminding the prospect of negative product attributes. 
C)  using technological aids for her presentations. 
D)  group presentations involving multiple buyers. 
E)  describing technical specifications of products. 
A)  openly listing the benefits of her products to prospects. 
B)  reminding the prospect of negative product attributes. 
C)  using technological aids for her presentations. 
D)  group presentations involving multiple buyers. 
E)  describing technical specifications of products.

Question 12

When talking to a prospect,a salesperson says,"I'm not sure if we have any more of those tires to fit your car.Would you want them if we have some in stock?" The salesperson is using a(n)_____ close.

Accepted Answer

A)  probability 
B)  assumptive 
C)  minor-points 
D)  standing-room-only 
E)  balance-sheet 
A)  probability 
B)  assumptive 
C)  minor-points 
D)  standing-room-only 
E)  balance-sheet

Question 13

A prospect that becomes increasingly anxious during a sales presentation is sending a buying signal.

Accepted Answer

A) True 
 B)False

Question 14

How does the modified T-account close differ from the T-account close?

Accepted Answer

In the T-account close,the sal

Question 15

A standing-room-only close is used to persuade an indecisive prospect to make a decision sooner rather than later.

Accepted Answer

A) True 
 B)False

Question 16

The minor-points close is similar to the balance-sheet close.

Accepted Answer

A) True 
 B)False

Question 17

The alternative-choice close allows prospects to choose between buying and not buying the product from the salesperson.

Accepted Answer

A) True 
 B)False

Question 18

While working with a customer at your weekend job in a furniture store,you notice the customer is closely examining a set of patio furniture.From your study of professional selling,you know that the customer is:

Accepted Answer

A)  prospecting. 
B)  trying to be left alone. 
C)  sending a buying signal. 
D)  attempting to make a trial close. 
E)  showing objections to the product. 
A)  prospecting. 
B)  trying to be left alone. 
C)  sending a buying signal. 
D)  attempting to make a trial close. 
E)  showing objections to the product.

Question 19

According to the Golden Rule,a salesperson should not close the sale if the product is not suitable for the customer.

Accepted Answer

A) True 
 B)False

Question 20

"You like the rotating handles,blade length,and weight of these pruning shears,right?" The salesperson is using the _____ close.

Accepted Answer

A)  compliment 
B)  alternative-choice 
C)  minor-points 
D)  summary-of-benefits 
E)  assumptive 
A)  compliment 
B)  alternative-choice 
C)  minor-points 
D)  summary-of-benefits 
E)  assumptive

The salesperson should not slow down a presentation even if the prospect is a slow thinker.

A T-account close is based on the process that people use when they make a decision by weighing the pros against the cons.

What should the Golden Rule salesperson do when it is obvious that a product is not what the buyer really needs?

As a salesperson,you need to know that the business proposition:

Which of the following is the best example of the standing-room-only close?

The statement,"I'll place that order for six pallets of potting soil right now," is an example of an unethical close.

A salesperson can easily adapt FAB statements and the SELL Sequence to make a(n)_____ close.

Why is it recommended that a salesperson remain quiet after asking for an order?

After the pharmaceutical salesperson asks for the order,the very next thing he should do is to:

Before making a close,a salesperson should put away all visual aids since they will distract the prospect.

Amanda is a B2B salesperson.She believes that the modified balance sheet close is best suited to sell her products.Amanda would most likely avoid:

When talking to a prospect,a salesperson says,"I'm not sure if we have any more of those tires to fit your car.Would you want them if we have some in stock?" The salesperson is using a(n)_____ close.

A prospect that becomes increasingly anxious during a sales presentation is sending a buying signal.

How does the modified T-account close differ from the T-account close?

A standing-room-only close is used to persuade an indecisive prospect to make a decision sooner rather than later.

The minor-points close is similar to the balance-sheet close.

The alternative-choice close allows prospects to choose between buying and not buying the product from the salesperson.

While working with a customer at your weekend job in a furniture store,you notice the customer is closely examining a set of patio furniture.From your study of professional selling,you know that the customer is:

According to the Golden Rule,a salesperson should not close the sale if the product is not suitable for the customer.

"You like the rotating handles,blade length,and weight of these pruning shears,right?" The salesperson is using the _____ close.

The Life, Times, and Career of the Professional Salesperson

Relationship Marketing: Where Personal Selling Fits

Ethics First Then Customer Relationships

The Psychology of Selling: Why People Buy

Communication for Relationship Building: Its Not All Talk

Sales Knowledge: Customers, Products, technologies

Prospecting the Lifeblood of Selling

Planning the Sales Call Is a Must

Carefully Select Which Sales Presentation Method to Use

Begin Your Presentation Strategically

Elements of a Great Sales Presentation

Welcome Your Prospects Objections

Service and Follow-Up for Customer Retention

Time, Territory, and Self-Management: Keys to Success

Planning, Staffing, and Training Successful Salespeople

Motivation, Compensation, Leadership, and Evaluation of Salespeople

Filters

Exam 13: Closing Begins the Relationship

The salesperson should not slow down a presentation even if the prospect is a slow thinker.

A T-account close is based on the process that people use when they make a decision by weighing the pros against the cons.

What should the Golden Rule salesperson do when it is obvious that a product is not what the buyer really needs?

As a salesperson,you need to know that the business proposition:

Which of the following is the best example of the standing-room-only close?

The statement,"I'll place that order for six pallets of potting soil right now," is an example of an unethical close.

A salesperson can easily adapt FAB statements and the SELL Sequence to make a(n)_____ close.

Why is it recommended that a salesperson remain quiet after asking for an order?

After the pharmaceutical salesperson asks for the order,the very next thing he should do is to:

Before making a close,a salesperson should put away all visual aids since they will distract the prospect.

Amanda is a B2B salesperson.She believes that the modified balance sheet close is best suited to sell her products.Amanda would most likely avoid:

When talking to a prospect,a salesperson says,"I'm not sure if we have any more of those tires to fit your car.Would you want them if we have some in stock?" The salesperson is using a(n)_____ close.

A prospect that becomes increasingly anxious during a sales presentation is sending a buying signal.

How does the modified T-account close differ from the T-account close?

A standing-room-only close is used to persuade an indecisive prospect to make a decision sooner rather than later.

The minor-points close is similar to the balance-sheet close.

The alternative-choice close allows prospects to choose between buying and not buying the product from the salesperson.

While working with a customer at your weekend job in a furniture store,you notice the customer is closely examining a set of patio furniture.From your study of professional selling,you know that the customer is:

According to the Golden Rule,a salesperson should not close the sale if the product is not suitable for the customer.

"You like the rotating handles,blade length,and weight of these pruning shears,right?" The salesperson is using the _____ close.

The Life, Times, and Career of the Professional Salesperson

Relationship Marketing: Where Personal Selling Fits

Ethics First Then Customer Relationships

The Psychology of Selling: Why People Buy

Communication for Relationship Building: Its Not All Talk

Sales Knowledge: Customers, Products, technologies

Prospecting the Lifeblood of Selling

Planning the Sales Call Is a Must

Carefully Select Which Sales Presentation Method to Use

Begin Your Presentation Strategically

Elements of a Great Sales Presentation

Welcome Your Prospects Objections

Service and Follow-Up for Customer Retention

Time, Territory, and Self-Management: Keys to Success

Planning, Staffing, and Training Successful Salespeople

Motivation, Compensation, Leadership, and Evaluation of Salespeople

Filters