Question 1

"Would you prefer the 16-inch or the 20-inch hedge clippers?" This statement is an example of _____ close.

Accepted Answer

A)  T-account 
B)  Forestalling 
C)  Assumptive 
D)  Minor-points 
E)  Double-yes 
A)  T-account 
B)  Forestalling 
C)  Assumptive 
D)  Minor-points 
E)  Double-yes

Question 2

A salesperson should attempt the close when the:

Accepted Answer

A)  prospect is at the 'desire' stage of the mental buying process. 
B)  prospect is ready. 
C)  salesperson is ready. 
D)  salesperson has handled an objection successfully. 
E)  sales presentation is complete. 
A)  prospect is at the 'desire' stage of the mental buying process. 
B)  prospect is ready. 
C)  salesperson is ready. 
D)  salesperson has handled an objection successfully. 
E)  sales presentation is complete.

Question 3

The compliment close is most effective when the prospect is:

Accepted Answer

A)  a previous customer. 
B)  a friend or relative. 
C)  greedy. 
D)  nervous. 
E)  hostile. 
A)  a previous customer. 
B)  a friend or relative. 
C)  greedy. 
D)  nervous. 
E)  hostile.

Question 4

The purpose of the negotiation close is to:

Accepted Answer

A)  overcome a prospect's objections that you are unable to answer directly. 
B)  make the prospect think haggling has led to the lowest price available. 
C)  determine who gets the better end of the deal. 
D)  get the prospect to reveal hidden objections. 
E)  find ways for both parties to have a fair deal. 
A)  overcome a prospect's objections that you are unable to answer directly. 
B)  make the prospect think haggling has led to the lowest price available. 
C)  determine who gets the better end of the deal. 
D)  get the prospect to reveal hidden objections. 
E)  find ways for both parties to have a fair deal.

Question 5

A salesperson should ask for the order and remain silent until the buyer responds.

Accepted Answer

A) True 
 B)False

Question 6

Which type of close is intended to motivate a prospect to act immediately?

Accepted Answer

A)  Compliment 
B)  Summary-of-benefits 
C)  Alternative-choice 
D)  Standing-room-only 
E)  Balance-Sheet 
A)  Compliment 
B)  Summary-of-benefits 
C)  Alternative-choice 
D)  Standing-room-only 
E)  Balance-Sheet

Question 7

If you find your prospect is in a bad or hostile mood,it is usually a good idea to avoid trying to close.

Accepted Answer

A) True 
 B)False

Question 8

Using too many closed-ended questions can result in an unsuccessful sales call.

Accepted Answer

A) True 
 B)False

Question 9

The car salesperson says to the prospect,"I have written down all the reasons why you should buy the new Ford Expedition.I think this might convince you that this is the car for your family." The car salesperson is using a(n)_____ close.

Accepted Answer

A)  summary-of-benefits 
B)  continuous-yes 
C)  minor-points 
D)  T-account 
E)  modified T-account 
A)  summary-of-benefits 
B)  continuous-yes 
C)  minor-points 
D)  T-account 
E)  modified T-account

Question 10

The salesperson says,"Would you be willing to accept a limited 2-year warranty that only covers parts and not labor?" This is likely to be a _____ close.

Accepted Answer

A)  negotiation 
B)  continuous-yes 
C)  summary-of-benefits 
D)  T-account 
E)  technology 
A)  negotiation 
B)  continuous-yes 
C)  summary-of-benefits 
D)  T-account 
E)  technology

Question 11

Three closes is the maximum number of closes for any given sales presentation.

Accepted Answer

A) True 
 B)False

Question 12

The T-account close is also called the minor-points close.

Accepted Answer

A) True 
 B)False

Question 13

During a sales call,a prospect was in a state of visible anxiety during the early stages of the sales presentation.However,towards the end of the presentation,the prospect became friendly and appeared relaxed.This description indicates that:

Accepted Answer

A)  the buyer has hidden objections that need to be uncovered. 
B)  a stronger relationship has to be established before close. 
C)  the buyer wants to buy the product but at a later stage. 
D)  the buyer expects a significant discount. 
E)  the buyer is ready for a close. 
A)  the buyer has hidden objections that need to be uncovered. 
B)  a stronger relationship has to be established before close. 
C)  the buyer wants to buy the product but at a later stage. 
D)  the buyer expects a significant discount. 
E)  the buyer is ready for a close.

Question 14

Salespeople should not attempt to close a sale before completing the sales presentation.

Accepted Answer

A) True 
 B)False

Question 15

A salesperson calls one of his regular customers and says,"I'll call your order in this afternoon." This is an example of the _____ close.

Accepted Answer

A)  compliment 
B)  alternative-choice 
C)  minor-points 
D)  assumptive 
E)  standing-room-only 
A)  compliment 
B)  alternative-choice 
C)  minor-points 
D)  assumptive 
E)  standing-room-only

Question 16

The prospect is likely to be in the _____ stage of the mental buying process when ready for a close.

Accepted Answer

A)  attention 
B)  interest 
C)  desire 
D)  conviction 
E)  action 
A)  attention 
B)  interest 
C)  desire 
D)  conviction 
E)  action

Question 17

Like the alternative-choice close,the _____ close asks the prospect to select between options.

Accepted Answer

A)  continuous-yes 
B)  forestalling 
C)  minor-points 
D)  assumptive 
E)  compliment 
A)  continuous-yes 
B)  forestalling 
C)  minor-points 
D)  assumptive 
E)  compliment

Question 18

Some prospects view the continuous-yes close as an insult to their intelligence.

Accepted Answer

A) True 
 B)False

Question 19

Briefly describe the purpose and steps of the exit technique.

Accepted Answer

The exit technique is used when a sale i

Question 20

During a sales call,you realize that the customer is greedy.Which of the following closing techniques is best suited to handle this customer?

Accepted Answer

A)  Standing-room-only 
B)  Assumptive 
C)  Minor points 
D)  Alternative close 
E)  Summary 
A)  Standing-room-only 
B)  Assumptive 
C)  Minor points 
D)  Alternative close 
E)  Summary

"Would you prefer the 16-inch or the 20-inch hedge clippers?" This statement is an example of _____ close.

A salesperson should attempt the close when the:

The compliment close is most effective when the prospect is:

The purpose of the negotiation close is to:

A salesperson should ask for the order and remain silent until the buyer responds.

Which type of close is intended to motivate a prospect to act immediately?

If you find your prospect is in a bad or hostile mood,it is usually a good idea to avoid trying to close.

Using too many closed-ended questions can result in an unsuccessful sales call.

The car salesperson says to the prospect,"I have written down all the reasons why you should buy the new Ford Expedition.I think this might convince you that this is the car for your family." The car salesperson is using a(n)_____ close.

The salesperson says,"Would you be willing to accept a limited 2-year warranty that only covers parts and not labor?" This is likely to be a _____ close.

Three closes is the maximum number of closes for any given sales presentation.

The T-account close is also called the minor-points close.

During a sales call,a prospect was in a state of visible anxiety during the early stages of the sales presentation.However,towards the end of the presentation,the prospect became friendly and appeared relaxed.This description indicates that:

Salespeople should not attempt to close a sale before completing the sales presentation.

A salesperson calls one of his regular customers and says,"I'll call your order in this afternoon." This is an example of the _____ close.

The prospect is likely to be in the _____ stage of the mental buying process when ready for a close.

Like the alternative-choice close,the _____ close asks the prospect to select between options.

Some prospects view the continuous-yes close as an insult to their intelligence.

Briefly describe the purpose and steps of the exit technique.

During a sales call,you realize that the customer is greedy.Which of the following closing techniques is best suited to handle this customer?

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

"Would you prefer the 16-inch or the 20-inch hedge clippers?" This statement is an example of _____ close.

A salesperson should attempt the close when the:

The compliment close is most effective when the prospect is:

The purpose of the negotiation close is to:

A salesperson should ask for the order and remain silent until the buyer responds.

Which type of close is intended to motivate a prospect to act immediately?

If you find your prospect is in a bad or hostile mood,it is usually a good idea to avoid trying to close.

Using too many closed-ended questions can result in an unsuccessful sales call.

The car salesperson says to the prospect,"I have written down all the reasons why you should buy the new Ford Expedition.I think this might convince you that this is the car for your family." The car salesperson is using a(n)_____ close.

The salesperson says,"Would you be willing to accept a limited 2-year warranty that only covers parts and not labor?" This is likely to be a _____ close.

Three closes is the maximum number of closes for any given sales presentation.

The T-account close is also called the minor-points close.

During a sales call,a prospect was in a state of visible anxiety during the early stages of the sales presentation.However,towards the end of the presentation,the prospect became friendly and appeared relaxed.This description indicates that:

Salespeople should not attempt to close a sale before completing the sales presentation.

A salesperson calls one of his regular customers and says,"I'll call your order in this afternoon." This is an example of the _____ close.

The prospect is likely to be in the _____ stage of the mental buying process when ready for a close.

Like the alternative-choice close,the _____ close asks the prospect to select between options.

Some prospects view the continuous-yes close as an insult to their intelligence.

Briefly describe the purpose and steps of the exit technique.

During a sales call,you realize that the customer is greedy.Which of the following closing techniques is best suited to handle this customer?

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