Question 1

According to the text,closing the sale should be the hardest part of the presentation.

Accepted Answer

A) True 
 B)False

Question 2

It is appropriate to use a trial close after discussing information relative to overcoming the objection.

Accepted Answer

A) True 
 B)False

Question 3

Chavez told his customer,"I realize your degree in chemistry makes you the expert on insecticides,but I suggest that you try my company's new line of organic insecticides.Other dealers have had great success with this line,and I know this product would make your store the best in the town." What type of a close was Chavez using?

Accepted Answer

A)  Standing-room-only 
B)  Compliment 
C)  Minor-points 
D)  Assumptive 
E)  Negotiation 
A)  Standing-room-only 
B)  Compliment 
C)  Minor-points 
D)  Assumptive 
E)  Negotiation

Question 4

When using the T-account close,some salespeople discuss the reasons not to buy first,followed by the reasons to buy.

Accepted Answer

A) True 
 B)False

Question 5

The use of a multiple-close sequence increases the probability of losing a sale.

Accepted Answer

A) True 
 B)False

Question 6

Which of the following is most likely true about a trial close?

Accepted Answer

A)  A thwarted trial close means a sale will not occur. 
B)  Use a trial close during but not after a presentation. 
C)  Attempt a trial close after overcoming each objection. 
D)  A trial close is unnecessary when strong buying signals are given. 
E)  A trial close asks for a smaller quantity order compared to the real close. 
A)  A thwarted trial close means a sale will not occur. 
B)  Use a trial close during but not after a presentation. 
C)  Attempt a trial close after overcoming each objection. 
D)  A trial close is unnecessary when strong buying signals are given. 
E)  A trial close asks for a smaller quantity order compared to the real close.

Question 7

"I can defer the billing until the end of the month instead of a discount.Would you be happy with this arrangement?" This is an example of a negotiation close.

Accepted Answer

A) True 
 B)False

Question 8

A T-account close is suitable if the buyer has a predetermined belief that the competitor's product is needed.

Accepted Answer

A) True 
 B)False

Question 9

A retail salesman explains the features of a television.After listening to the salesman,the prospect asks,"How much is it?" This question is clearly an objection.

Accepted Answer

A) True 
 B)False

Question 10

If your experience as a salesperson is typical,your close will most often take place:

Accepted Answer

A)  directly after the presentation. 
B)  directly after the follow-up. 
C)  soon before the preapproach. 
D)  soon after the preapproach. 
E)  soon after buying signals have been eliminated. 
A)  directly after the presentation. 
B)  directly after the follow-up. 
C)  soon before the preapproach. 
D)  soon after the preapproach. 
E)  soon after buying signals have been eliminated.

Question 11

James is calling on an important prospect.He realizes that the customer has predetermined beliefs about the services of his company.Which closing method would me most appropriate?

Accepted Answer

A)  T-account 
B)  Minor-points 
C)  Continuous-yes 
D)  Compliment 
E)  Alternative-choice 
A)  T-account 
B)  Minor-points 
C)  Continuous-yes 
D)  Compliment 
E)  Alternative-choice

Question 12

The summary of benefits close is extremely useful if it targets a specific prospect's personality.

Accepted Answer

A) True 
 B)False

Question 13

Which of the following closing techniques is LEAST preferred when calling on an indecisive customer?

Accepted Answer

A)  Summary-of-benefits 
B)  Probability 
C)  Negotiation 
D)  Assumptive 
E)  Standing-room-only 
A)  Summary-of-benefits 
B)  Probability 
C)  Negotiation 
D)  Assumptive 
E)  Standing-room-only

Question 14

When compared to the T-account close,the modified T-account close:

Accepted Answer

A)  uses debits and credits columns. 
B)  is similar to the continuous-yes close. 
C)  deals with the reasons for not buying. 
D)  can only be created by the prospect. 
E)  is similar to the summary-of-benefits close. 
A)  uses debits and credits columns. 
B)  is similar to the continuous-yes close. 
C)  deals with the reasons for not buying. 
D)  can only be created by the prospect. 
E)  is similar to the summary-of-benefits close.

Question 15

You are selling skiwear to the manager of a large ski resort.The manager has agreed to order ten down-filled jackets.After finalizing the sale,you should:

Accepted Answer

A)  spend some more time with the client to build a trusting relationship. 
B)  explain the terms and conditions of the sale again. 
C)  use a trial close to try to get additional sales. 
D)  collect the order and leave. 
E)  invite the client to lunch. 
A)  spend some more time with the client to build a trusting relationship. 
B)  explain the terms and conditions of the sale again. 
C)  use a trial close to try to get additional sales. 
D)  collect the order and leave. 
E)  invite the client to lunch.

Question 16

When would a salesperson find the compliment close to be the most appropriate close?

Accepted Answer

The compliment close is especially effec

Question 17

The salesperson has just asked the prospect to order three cases of pet flea collars,and his prospect says,"I want to think it over." Which close is recommended for this situation?

Accepted Answer

A)  Probability 
B)  Modified balance-sheet 
C)  Minor-points 
D)  Assumptive 
E)  Balance-sheet 
A)  Probability 
B)  Modified balance-sheet 
C)  Minor-points 
D)  Assumptive 
E)  Balance-sheet

Question 18

Which of the following statements about the alternative-choice close is most likely true?

Accepted Answer

A)  The alternative-choice close does not give the customer the opportunity to have a preference. 
B)  The alternative-choice close provides a choice between something and nothing. 
C)  The alternative-choice close assumes that the customer does not have a desire to buy. 
D)  The alternative-choice close assumes that the customer will only buy if tricked into believing a need exists for the product. 
E)  The alternative-choice close does not give the prospect a choice of buying or not buying. 
A)  The alternative-choice close does not give the customer the opportunity to have a preference. 
B)  The alternative-choice close provides a choice between something and nothing. 
C)  The alternative-choice close assumes that the customer does not have a desire to buy. 
D)  The alternative-choice close assumes that the customer will only buy if tricked into believing a need exists for the product. 
E)  The alternative-choice close does not give the prospect a choice of buying or not buying.

Question 19

According to the text,which close is especially useful as a secondary or backup close?

Accepted Answer

A)  T-account 
B)  Compliment 
C)  Alternative-choice 
D)  Assumptive 
E)  Minor-points 
A)  T-account 
B)  Compliment 
C)  Alternative-choice 
D)  Assumptive 
E)  Minor-points

Question 20

Even though the prospect had not yet agreed to buy,the salesperson said,"I'll make sure the carpeting is delivered to your house this Saturday." What type of close has the salesperson used?

Accepted Answer

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

According to the text,closing the sale should be the hardest part of the presentation.

It is appropriate to use a trial close after discussing information relative to overcoming the objection.

When using the T-account close,some salespeople discuss the reasons not to buy first,followed by the reasons to buy.

The use of a multiple-close sequence increases the probability of losing a sale.

Which of the following is most likely true about a trial close?

"I can defer the billing until the end of the month instead of a discount.Would you be happy with this arrangement?" This is an example of a negotiation close.

A T-account close is suitable if the buyer has a predetermined belief that the competitor's product is needed.

A retail salesman explains the features of a television.After listening to the salesman,the prospect asks,"How much is it?" This question is clearly an objection.

If your experience as a salesperson is typical,your close will most often take place:

James is calling on an important prospect.He realizes that the customer has predetermined beliefs about the services of his company.Which closing method would me most appropriate?

The summary of benefits close is extremely useful if it targets a specific prospect's personality.

Which of the following closing techniques is LEAST preferred when calling on an indecisive customer?

When compared to the T-account close,the modified T-account close:

You are selling skiwear to the manager of a large ski resort.The manager has agreed to order ten down-filled jackets.After finalizing the sale,you should:

When would a salesperson find the compliment close to be the most appropriate close?

The salesperson has just asked the prospect to order three cases of pet flea collars,and his prospect says,"I want to think it over." Which close is recommended for this situation?

Which of the following statements about the alternative-choice close is most likely true?

According to the text,which close is especially useful as a secondary or backup close?

Even though the prospect had not yet agreed to buy,the salesperson said,"I'll make sure the carpeting is delivered to your house this Saturday." What type of close has the salesperson used?

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

According to the text,closing the sale should be the hardest part of the presentation.

It is appropriate to use a trial close after discussing information relative to overcoming the objection.

When using the T-account close,some salespeople discuss the reasons not to buy first,followed by the reasons to buy.

The use of a multiple-close sequence increases the probability of losing a sale.

Which of the following is most likely true about a trial close?

"I can defer the billing until the end of the month instead of a discount.Would you be happy with this arrangement?" This is an example of a negotiation close.

A T-account close is suitable if the buyer has a predetermined belief that the competitor's product is needed.

A retail salesman explains the features of a television.After listening to the salesman,the prospect asks,"How much is it?" This question is clearly an objection.

If your experience as a salesperson is typical,your close will most often take place:

James is calling on an important prospect.He realizes that the customer has predetermined beliefs about the services of his company.Which closing method would me most appropriate?

The summary of benefits close is extremely useful if it targets a specific prospect's personality.

Which of the following closing techniques is LEAST preferred when calling on an indecisive customer?

When compared to the T-account close,the modified T-account close:

You are selling skiwear to the manager of a large ski resort.The manager has agreed to order ten down-filled jackets.After finalizing the sale,you should:

When would a salesperson find the compliment close to be the most appropriate close?

The salesperson has just asked the prospect to order three cases of pet flea collars,and his prospect says,"I want to think it over." Which close is recommended for this situation?

Which of the following statements about the alternative-choice close is most likely true?

According to the text,which close is especially useful as a secondary or backup close?

Even though the prospect had not yet agreed to buy,the salesperson said,"I'll make sure the carpeting is delivered to your house this Saturday." What type of close has the salesperson used?

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