Question 1

Which of the following is most likely true regarding the summary-of-benefits close?

Accepted Answer

A)  It is infrequently used by salespeople. 
B)  It aims at a specific prospect's personality. 
C)  It cannot be used easily as it involves a complex process. 
D)  The SELL sequence and FAB statements can be utilized. 
E)  It is not a straightforward method to close an industrial sale. 
A)  It is infrequently used by salespeople. 
B)  It aims at a specific prospect's personality. 
C)  It cannot be used easily as it involves a complex process. 
D)  The SELL sequence and FAB statements can be utilized. 
E)  It is not a straightforward method to close an industrial sale.

Question 2

When the salesperson has done the best he can and still is unable to close the sale,he should:

Accepted Answer

A)  remove that prospect from the sales call list. 
B)  categorize that prospect as an orphan. 
C)  try to re-qualify the prospect. 
D)  thank the customer for the opportunity. 
E)  stop calling the customer. 
A)  remove that prospect from the sales call list. 
B)  categorize that prospect as an orphan. 
C)  try to re-qualify the prospect. 
D)  thank the customer for the opportunity. 
E)  stop calling the customer.

Question 3

The _____ close permits the prospect to focus on identifying their real objections to making a purchase.

Accepted Answer

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

Question 4

In most cases,the technology close confuses and bores prospects..

Accepted Answer

A) True 
 B)False

Question 5

Mark is the salesperson of a large FMCG company.You are calling on the purchase agent of a restaurant to inform him about a new promotional offer and to ask for an order of 100 cases.When Mark enters the customer's place,he realizes that the customer is in a bad mood.How should Mark most likely respond to this situation?

Accepted Answer

A)  Inform the agent about the promotion but do not request an order. 
B)  Ask for a rescheduled appointment and call on the agent later. 
C)  Attempt to close only once and leave if the prospect refuses. 
D)  Calmly get out of the scene to avoid possible conflicts. 
E)  Present the offer and ask for the order as usual. 
A)  Inform the agent about the promotion but do not request an order. 
B)  Ask for a rescheduled appointment and call on the agent later. 
C)  Attempt to close only once and leave if the prospect refuses. 
D)  Calmly get out of the scene to avoid possible conflicts. 
E)  Present the offer and ask for the order as usual.

Question 6

Which of the following is a common mistake that prevents a salesperson from making a successful sales call?

Accepted Answer

A)  Expecting the prospect to take an active role in the presentation 
B)  Making overly assertive closing statements 
C)  Not recognizing when or how to close 
D)  Asking too many open-ended questions 
E)  Being too accommodating to the prospect 
A)  Expecting the prospect to take an active role in the presentation 
B)  Making overly assertive closing statements 
C)  Not recognizing when or how to close 
D)  Asking too many open-ended questions 
E)  Being too accommodating to the prospect

Question 7

Which of the following is an example of alternative-choice closing technique?

Accepted Answer

A)  I'll send you three cases of wine tomorrow. 
B)  Would you prefer orange flavor or lemon flavor? 
C)  This product has many advantages, so why not buy it? 
D)  Our offer will not last for long, so you have to act quickly. 
E)  I would give you a discount if you bought both of these today. 
A)  I'll send you three cases of wine tomorrow. 
B)  Would you prefer orange flavor or lemon flavor? 
C)  This product has many advantages, so why not buy it? 
D)  Our offer will not last for long, so you have to act quickly. 
E)  I would give you a discount if you bought both of these today.

Question 8

Closing is the process of helping people make decisions that will benefit them.

Accepted Answer

A) True 
 B)False

Question 9

"Will you need one box of nails or two to go with those roofing shingles?" is an example of an alternative-choice close.

Accepted Answer

A) True 
 B)False

Question 10

Robert,a pharmaceutical sales representative,is calling on the purchasing executive of a hospital for the first time.The assumptive closing technique is best suited for this sales call.

Accepted Answer

A) True 
 B)False

Question 11

What is an assumptive close? When can it be used?

Accepted Answer

With the assumptive close,the salesperso

Question 12

How can today's salespeople integrate technology into the close?

Accepted Answer

A salesperson could use Power Point or o

Question 13

The salesperson who tells the prospect,"Since the cost of this line of plastic utensils will increase next week,can I place your order for the product today?" is using the standing-room-only close.

Accepted Answer

A) True 
 B)False

Question 14

The compliment close is particularly effective when you are calling on a prospect who has a big ego.

Accepted Answer

A) True 
 B)False

Question 15

A salesperson asks a prospect,"Would you prefer the freezer be on the top or bottom of the refrigerator?" This is an example of the _____ close.

Accepted Answer

A)  summary-of-benefits 
B)  alternative-choice 
C)  T-account 
D)  assumptive 
E)  standing-room-only 
A)  summary-of-benefits 
B)  alternative-choice 
C)  T-account 
D)  assumptive 
E)  standing-room-only

Question 16

The salesperson was selling the couple a garden tub for their new bathroom.He said,"The water jets,large capacity,and marble finish are wonderful features,wouldn't you agree?" When this first close failed,he asked,"Will you want to use clear or white caulk to install your new tub?" The couple did not answer this question.The salesperson then began making a two-column list with reasons for and against buying.The salesperson used a:

Accepted Answer

A)  presumptive close. 
B)  dyadic close based on the SELL Sequence. 
C)  multiple distribution technique. 
D)  multiple-close sequence. 
E)  probability close. 
A)  presumptive close. 
B)  dyadic close based on the SELL Sequence. 
C)  multiple distribution technique. 
D)  multiple-close sequence. 
E)  probability close.

Question 17

Successful salespeople ask the closing question and then briefly summarize the product's benefits.

Accepted Answer

A) True 
 B)False

Question 18

To become a truly professional salesperson,you must be able to close under fire.The expression "close under fire" means to:

Accepted Answer

A)  shift the burden of obtaining proof to the prospect. 
B)  ignore the prospect's objections and ask for the order anyway. 
C)  sell to customers before they reach the conviction stage of buying. 
D)  ask for the order even when the prospect is hostile or in a bad mood. 
E)  ask the prospect to increase an order even when additional products are unnecessary. 
A)  shift the burden of obtaining proof to the prospect. 
B)  ignore the prospect's objections and ask for the order anyway. 
C)  sell to customers before they reach the conviction stage of buying. 
D)  ask for the order even when the prospect is hostile or in a bad mood. 
E)  ask the prospect to increase an order even when additional products are unnecessary.

Question 19

To become a successful professional salesperson,you should do all of the following EXCEPT:

Accepted Answer

A)  asking questions to gather information. 
B)  recognizing how the benefits of the product satisfy the customer's needs. 
C)  establishing a balanced dialogue with customers. 
D)  using a benefit summary and action plan requiring commitment when closing. 
E)  trying to maximize profits and benefits only for your company. 
A)  asking questions to gather information. 
B)  recognizing how the benefits of the product satisfy the customer's needs. 
C)  establishing a balanced dialogue with customers. 
D)  using a benefit summary and action plan requiring commitment when closing. 
E)  trying to maximize profits and benefits only for your company.

Question 20

According to the text,what are the basic reasons that salespeople face difficulties in closing sales?

Accepted Answer

There are three basic reasons why salesp

Which of the following is most likely true regarding the summary-of-benefits close?

When the salesperson has done the best he can and still is unable to close the sale,he should:

The _____ close permits the prospect to focus on identifying their real objections to making a purchase.

In most cases,the technology close confuses and bores prospects..

Which of the following is a common mistake that prevents a salesperson from making a successful sales call?

Which of the following is an example of alternative-choice closing technique?

Closing is the process of helping people make decisions that will benefit them.

"Will you need one box of nails or two to go with those roofing shingles?" is an example of an alternative-choice close.

Robert,a pharmaceutical sales representative,is calling on the purchasing executive of a hospital for the first time.The assumptive closing technique is best suited for this sales call.

What is an assumptive close? When can it be used?

How can today's salespeople integrate technology into the close?

The salesperson who tells the prospect,"Since the cost of this line of plastic utensils will increase next week,can I place your order for the product today?" is using the standing-room-only close.

The compliment close is particularly effective when you are calling on a prospect who has a big ego.

A salesperson asks a prospect,"Would you prefer the freezer be on the top or bottom of the refrigerator?" This is an example of the _____ close.

Successful salespeople ask the closing question and then briefly summarize the product's benefits.

To become a truly professional salesperson,you must be able to close under fire.The expression "close under fire" means to:

To become a successful professional salesperson,you should do all of the following EXCEPT:

According to the text,what are the basic reasons that salespeople face difficulties in closing sales?

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

Which of the following is most likely true regarding the summary-of-benefits close?

When the salesperson has done the best he can and still is unable to close the sale,he should:

The _____ close permits the prospect to focus on identifying their real objections to making a purchase.

In most cases,the technology close confuses and bores prospects..

Which of the following is a common mistake that prevents a salesperson from making a successful sales call?

Which of the following is an example of alternative-choice closing technique?

Closing is the process of helping people make decisions that will benefit them.

"Will you need one box of nails or two to go with those roofing shingles?" is an example of an alternative-choice close.

Robert,a pharmaceutical sales representative,is calling on the purchasing executive of a hospital for the first time.The assumptive closing technique is best suited for this sales call.

What is an assumptive close? When can it be used?

How can today's salespeople integrate technology into the close?

The salesperson who tells the prospect,"Since the cost of this line of plastic utensils will increase next week,can I place your order for the product today?" is using the standing-room-only close.

The compliment close is particularly effective when you are calling on a prospect who has a big ego.

A salesperson asks a prospect,"Would you prefer the freezer be on the top or bottom of the refrigerator?" This is an example of the _____ close.

Successful salespeople ask the closing question and then briefly summarize the product's benefits.

To become a truly professional salesperson,you must be able to close under fire.The expression "close under fire" means to:

To become a successful professional salesperson,you should do all of the following EXCEPT:

According to the text,what are the basic reasons that salespeople face difficulties in closing sales?

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