Question 1

Give an example of how a Girl Scout can use an alternative-choice close to sell Girl Scout cookies.

Accepted Answer

Students' answers will vary depending on

Question 2

A buying signal refers to anything the prospect says or does to indicate a readiness to buy.

Accepted Answer

A) True 
 B)False

Question 3

What is a buying signal? Give two examples.

Accepted Answer

A buying signal refers to anything that

Question 4

After the prospect indicates that she likes the product,the salesperson asks,"You like the fit,the color,and how these glasses darken,right? I think you should buy a few of these." This is an example of the _____ close.

Accepted Answer

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

Question 5

"Which do you want-the flexible goggles or the rubber frame goggles?" This is an example of a(n)_____ close?

Accepted Answer

A)  Assumptive 
B)  Standing-room-only 
C)  Alternative-choice 
D)  Technology 
E)  Continuous-agreement 
A)  Assumptive 
B)  Standing-room-only 
C)  Alternative-choice 
D)  Technology 
E)  Continuous-agreement

Question 6

The _____ close requires the salesperson to ask the prospect a series of benefit questions.

Accepted Answer

A)  assumptive 
B)  Ben Franklin 
C)  negotiation 
D)  continuous-yes 
E)  minor-points 
A)  assumptive 
B)  Ben Franklin 
C)  negotiation 
D)  continuous-yes 
E)  minor-points

Question 7

When the salesperson helps her prospect make a two-column list with reasons in favor of buying on one side and reasons against buying on the other,she is using the _____ close.

Accepted Answer

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

Question 8

As a general rule,you,as a salesperson,after receiving an order should leave the customer's office as soon as possible to avoid talking yourself out of the order.According to the text,it is not necessary for you to follow this rule if:

Accepted Answer

A)  you are explaining how to use the product correctly for health and safety reasons. 
B)  you are asking the customer for the names of other potential prospects. 
C)  you are describing the full benefits of the customer's purchase. 
D)  the prospect buys before sooner than you expected. 
E)  the product is technologically complex. 
A)  you are explaining how to use the product correctly for health and safety reasons. 
B)  you are asking the customer for the names of other potential prospects. 
C)  you are describing the full benefits of the customer's purchase. 
D)  the prospect buys before sooner than you expected. 
E)  the product is technologically complex.

Question 9

What is the main similarity between the minor-points close and the alternate-choice close?

Accepted Answer

A)  Buyers are hostile. 
B)  Risk factors are high. 
C)  Buyers are typically decisive. 
D)  Features and benefits are summarized. 
E)  Buyers must decide between two options. 
A)  Buyers are hostile. 
B)  Risk factors are high. 
C)  Buyers are typically decisive. 
D)  Features and benefits are summarized. 
E)  Buyers must decide between two options.

Question 10

Even though Tristan and Adela had not placed their order,the salesperson asked the couple,"Would you prefer delivery of this dishwasher Thursday or Saturday?" This type of question is an example of a(n)_____ close.

Accepted Answer

A)  compliment 
B)  assumptive 
C)  minor-points 
D)  alternative-choice 
E)  modified T-account 
A)  compliment 
B)  assumptive 
C)  minor-points 
D)  alternative-choice 
E)  modified T-account

Question 11

A salesperson should attempt a close only once.To do otherwise makes the prospect think the salesperson is pushy.

Accepted Answer

A) True 
 B)False

Question 12

Assume that a salesperson asks a prospect to buy,and surprisingly,the prospect agrees.What should the salesperson do now?

Accepted Answer

A)  Discuss additional benefits 
B)  Be totally silent and remain still 
C)  Leave the office as soon as possible 
D)  Ask the customer for a future order 
E)  Use a trial close to seek additional sales 
A)  Discuss additional benefits 
B)  Be totally silent and remain still 
C)  Leave the office as soon as possible 
D)  Ask the customer for a future order 
E)  Use a trial close to seek additional sales

Question 13

Cassandra works for a manufacturer of cedar closet systems.As she negotiates with a buyer for Home Depot,Cassandra says,"The recent drought in Maine may seriously limit our ability to meet your needs for cedar products in the future." Cassandra is using a(n)_____ close.

Accepted Answer

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

Question 14

Miles sells greenhouse equipment.When meeting with Ray Dover,Miles said,"I talked to the owner of Tarpon Gardens today,and she said you have the best selection of roses of any grower in this area.I think my products can help you maintain healthy bushes with less work." What type of close did Miles use?

Accepted Answer

A)  Negotiation 
B)  Assumptive 
C)  Compliment 
D)  Summary-of-benefits 
E)  Minor-points 
A)  Negotiation 
B)  Assumptive 
C)  Compliment 
D)  Summary-of-benefits 
E)  Minor-points

Question 15

Research shows that the summary of benefits close is the most powerful way to close a sales call.

Accepted Answer

A) True 
 B)False

Question 16

Which of the following statements is the best example of a minor-point close?

Accepted Answer

A)  "I'll have that new mattress delivered to your house on Wednesday." 
B)  "Do you want those pillows in maroon or ebony?" 
C)  "So you really like the fabric color and texture as well as the shape and size of that sofa?" 
D)  "Your appreciation of that lamp just confirms my opinion of your impeccable tastes." 
E)  "I am not sure if I have your shoe size. Would you want a pair if I have them in stock?" 
A)  "I'll have that new mattress delivered to your house on Wednesday." 
B)  "Do you want those pillows in maroon or ebony?" 
C)  "So you really like the fabric color and texture as well as the shape and size of that sofa?" 
D)  "Your appreciation of that lamp just confirms my opinion of your impeccable tastes." 
E)  "I am not sure if I have your shoe size. Would you want a pair if I have them in stock?"

Question 17

You are calling on a new prospect.During the sales call,the prospect carefully scrutinizes the sample product that you have given him.This is an example of a buying signal.

Accepted Answer

A) True 
 B)False

Question 18

According to the text,which closing technique is effective in all situations?

Accepted Answer

A)  Assumptive 
B)  Probability 
C)  Continuous-yes 
D)  Minor-points 
E)  Standing-room-only 
A)  Assumptive 
B)  Probability 
C)  Continuous-yes 
D)  Minor-points 
E)  Standing-room-only

Question 19

The questions in the continuous-yes close should be:

Accepted Answer

A)  open-ended to assess the prospect's needs. 
B)  designed to generate negative responses. 
C)  included in a brief product questionnaire. 
D)  based on the weakness of the competition. 
E)  based on benefits of the specific product. 
A)  open-ended to assess the prospect's needs. 
B)  designed to generate negative responses. 
C)  included in a brief product questionnaire. 
D)  based on the weakness of the competition. 
E)  based on benefits of the specific product.

Question 20

There are six common mistakes that prevent a salesperson from making a successful sales call.Which of the following is NOT one of those mistakes?

Accepted Answer

A)  Asking too many questions; making the prospect do too much talking. 
B)  Over controlling the call; asking too many closed-end questions. 
C)  Not responding to customer needs with benefits. 
D)  Not recognizing needs; giving benefits prematurely. 
E)  Making weak closing statements; not recognizing when or how to close. 
A)  Asking too many questions; making the prospect do too much talking. 
B)  Over controlling the call; asking too many closed-end questions. 
C)  Not responding to customer needs with benefits. 
D)  Not recognizing needs; giving benefits prematurely. 
E)  Making weak closing statements; not recognizing when or how to close.

Give an example of how a Girl Scout can use an alternative-choice close to sell Girl Scout cookies.

A buying signal refers to anything the prospect says or does to indicate a readiness to buy.

What is a buying signal? Give two examples.

After the prospect indicates that she likes the product,the salesperson asks,"You like the fit,the color,and how these glasses darken,right? I think you should buy a few of these." This is an example of the _____ close.

"Which do you want-the flexible goggles or the rubber frame goggles?" This is an example of a(n)_____ close?

The _____ close requires the salesperson to ask the prospect a series of benefit questions.

When the salesperson helps her prospect make a two-column list with reasons in favor of buying on one side and reasons against buying on the other,she is using the _____ close.

As a general rule,you,as a salesperson,after receiving an order should leave the customer's office as soon as possible to avoid talking yourself out of the order.According to the text,it is not necessary for you to follow this rule if:

What is the main similarity between the minor-points close and the alternate-choice close?

Even though Tristan and Adela had not placed their order,the salesperson asked the couple,"Would you prefer delivery of this dishwasher Thursday or Saturday?" This type of question is an example of a(n)_____ close.

A salesperson should attempt a close only once.To do otherwise makes the prospect think the salesperson is pushy.

Assume that a salesperson asks a prospect to buy,and surprisingly,the prospect agrees.What should the salesperson do now?

Cassandra works for a manufacturer of cedar closet systems.As she negotiates with a buyer for Home Depot,Cassandra says,"The recent drought in Maine may seriously limit our ability to meet your needs for cedar products in the future." Cassandra is using a(n)_____ close.

Research shows that the summary of benefits close is the most powerful way to close a sales call.

Which of the following statements is the best example of a minor-point close?

You are calling on a new prospect.During the sales call,the prospect carefully scrutinizes the sample product that you have given him.This is an example of a buying signal.

According to the text,which closing technique is effective in all situations?

The questions in the continuous-yes close should be:

There are six common mistakes that prevent a salesperson from making a successful sales call.Which of the following is NOT one of those mistakes?

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

Give an example of how a Girl Scout can use an alternative-choice close to sell Girl Scout cookies.

A buying signal refers to anything the prospect says or does to indicate a readiness to buy.

What is a buying signal? Give two examples.

After the prospect indicates that she likes the product,the salesperson asks,"You like the fit,the color,and how these glasses darken,right? I think you should buy a few of these." This is an example of the _____ close.

"Which do you want-the flexible goggles or the rubber frame goggles?" This is an example of a(n)_____ close?

The _____ close requires the salesperson to ask the prospect a series of benefit questions.

When the salesperson helps her prospect make a two-column list with reasons in favor of buying on one side and reasons against buying on the other,she is using the _____ close.

As a general rule,you,as a salesperson,after receiving an order should leave the customer's office as soon as possible to avoid talking yourself out of the order.According to the text,it is not necessary for you to follow this rule if:

What is the main similarity between the minor-points close and the alternate-choice close?

Even though Tristan and Adela had not placed their order,the salesperson asked the couple,"Would you prefer delivery of this dishwasher Thursday or Saturday?" This type of question is an example of a(n)_____ close.

A salesperson should attempt a close only once.To do otherwise makes the prospect think the salesperson is pushy.

Assume that a salesperson asks a prospect to buy,and surprisingly,the prospect agrees.What should the salesperson do now?

Cassandra works for a manufacturer of cedar closet systems.As she negotiates with a buyer for Home Depot,Cassandra says,"The recent drought in Maine may seriously limit our ability to meet your needs for cedar products in the future." Cassandra is using a(n)_____ close.

Research shows that the summary of benefits close is the most powerful way to close a sales call.

Which of the following statements is the best example of a minor-point close?

You are calling on a new prospect.During the sales call,the prospect carefully scrutinizes the sample product that you have given him.This is an example of a buying signal.

According to the text,which closing technique is effective in all situations?

The questions in the continuous-yes close should be:

There are six common mistakes that prevent a salesperson from making a successful sales call.Which of the following is NOT one of those mistakes?

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