Question 1

You are selling golf carts to a country club manager.The manager agrees to order three dozen carts.What should you do after finalizing the sale?

Accepted Answer

A)  collect the money for the order 
B)  take a few moments to visit socially in order to cement the social relationship between the two of you 
C)  use a trial close to try to get additional sales 
D)  leave 
E)  invite the client to go have a couple of drinks to celebrate 
A)  collect the money for the order 
B)  take a few moments to visit socially in order to cement the social relationship between the two of you 
C)  use a trial close to try to get additional sales 
D)  leave 
E)  invite the client to go have a couple of drinks to celebrate D

Question 2

What should a professional salesperson do immediately after saying the following: "Great,shall I put in an order for 1000 units at $1.00 each to be delivered in the next few days?"

Accepted Answer

A)  Discuss additional benefits and tell the prospect why he/she should buy today. 
B)  Be totally silent and patiently wait for a reply from the prospect. 
C)  Wait for 5 seconds and help the prospect answer the question. 
D)  Wait for 5 seconds and re-state why you believe the prospect should purchase today. 
E)  None of these choices are correct. 
A)  Discuss additional benefits and tell the prospect why he/she should buy today. 
B)  Be totally silent and patiently wait for a reply from the prospect. 
C)  Wait for 5 seconds and help the prospect answer the question. 
D)  Wait for 5 seconds and re-state why you believe the prospect should purchase today. 
E)  None of these choices are correct. B

Question 3

During the closing process,a car salesperson asks the customer the following question: "Would you like a 3 or 5-year extended warranty with your new purchase?" Which specific closing technique is this salesperson using?

Accepted Answer

A)  the T-account close 
B)  the alternative-choice close 
C)  the small numbers close 
D)  the assumptive close 
E)  the major-point close 
A)  the T-account close 
B)  the alternative-choice close 
C)  the small numbers close 
D)  the assumptive close 
E)  the major-point close B

Question 4

Duarte returned to head office and was very proud of a recent deal.He managed to convince a prospect to pay full price for a product,knowing that he could have discounted the price marginally for this long-term customer.He said the following to his manager; "I won,he lost!" How would you describe Duarte's behaviour?

Accepted Answer

A)  Aggressive 
B)  Empathetic 
C)  Sympathetic 
D)  Assertive 
E)  Self-confident 
A)  Aggressive 
B)  Empathetic 
C)  Sympathetic 
D)  Assertive 
E)  Self-confident

Question 5

Assertiveness is expressing our thoughts,feelings,and beliefs in a direct,honest,and appropriate way.An example of an assertiveness statement is; "Your organization cannot grow without our product."

Accepted Answer

A) True 
 B)False

Question 6

Which of the following is/are NOT correct description(s)of the acronym SELL?

Accepted Answer

A)  S- show the feature 
B)  E - engage the prospect 
C)  L - lead into benefit(s) 
D)  L - let the customer speak 
E)  All of these choices are correct 
A)  S- show the feature 
B)  E - engage the prospect 
C)  L - lead into benefit(s) 
D)  L - let the customer speak 
E)  All of these choices are correct

Question 7

The 2nd L in the SELL sequence deals with looking out for opportunities to cross-sell other products or services.

Accepted Answer

A) True 
 B)False

Question 8

An important characteristic of good closers is that they have the ability face rejection while remaining positive.

Accepted Answer

A) True 
 B)False

Question 9

When is the best time to use a trial close?

Accepted Answer

A)  after an important FAB 
B)  after addressing an objection 
C)  just before trying a real close 
D)  when the salesperson needs buyer response 
E)  all of these times would be a good time for a trial close 
A)  after an important FAB 
B)  after addressing an objection 
C)  just before trying a real close 
D)  when the salesperson needs buyer response 
E)  all of these times would be a good time for a trial close

Question 10

Closing techniques should be chosen based on the specific situation you are facing.Which of the following bundles of techniques are likely to prove effective in dealing with an indecisive prospect?

Accepted Answer

A)  alternative choice, summary, minor points, T-account, urgency, probability, and negotiation. 
B)  compliment, T-account, probability, and negotiation. 
C)  assumptive, probability, and negotiation. 
D)  T-account, probability, negotiation, and compliment. 
E)  none of these choices are correct. 
A)  alternative choice, summary, minor points, T-account, urgency, probability, and negotiation. 
B)  compliment, T-account, probability, and negotiation. 
C)  assumptive, probability, and negotiation. 
D)  T-account, probability, negotiation, and compliment. 
E)  none of these choices are correct.

Question 11

Which of the following statement about the first L in the SELL sequence is correct?

Accepted Answer

A)  list the features 
B)  let the customer talk 
C)  lead into the benefits 
D)  listen carefully 
E)  lead into costs 
A)  list the features 
B)  let the customer talk 
C)  lead into the benefits 
D)  listen carefully 
E)  lead into costs

Question 12

Which closing technique tends to generate in the prospect a sense of excitement and the need for quick action on their part?

Accepted Answer

A)  probability 
B)  urgency 
C)  minor-points 
D)  assumptive 
E)  balance-sheet 
A)  probability 
B)  urgency 
C)  minor-points 
D)  assumptive 
E)  balance-sheet

Question 13

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)  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

What should a professional salesperson be able to do to improve his/her sales performance?

Accepted Answer

A)  ask questions to gather information 
B)  recognize how the benefits of the product satisfy the customer's need(s) 
C)  establish a balanced dialogue with customers 
D)  use a benefit summary and action plan requiring commitment when closing 
E)  all of these choices are correct 
A)  ask questions to gather information 
B)  recognize how the benefits of the product satisfy the customer's need(s) 
C)  establish a balanced dialogue with customers 
D)  use a benefit summary and action plan requiring commitment when closing 
E)  all of these choices are correct

Question 15

Which of the following is the best example of a proper trial close performed by a salesperson selling to a buyer at the head office of a large drug store chain?

Accepted Answer

A)  "Is that something your customers would be interested in?" 
B)  "How important is just-in-time delivery for you?" 
C)  "Is this larger 750 gram size something that you would want?" 
D)  "Do our order lead times seem realistic to you?" 
E)  "How does that sound?" 
A)  "Is that something your customers would be interested in?" 
B)  "How important is just-in-time delivery for you?" 
C)  "Is this larger 750 gram size something that you would want?" 
D)  "Do our order lead times seem realistic to you?" 
E)  "How does that sound?"

Question 16

The prospect asks a person from a neighbouring office to come in and asks what she thinks about your proposition.In what stage of the buying process is the prospect likely in?

Accepted Answer

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

Question 17

An example of a strong buying signal is when the prospect begins to carefully examine the product and starts to ask questions.

Accepted Answer

A) True 
 B)False

Question 18

A salesperson says to her prospect,"I would like to show you how our product will help you be successful." What is the salesperson doing?

Accepted Answer

A)  being assertive 
B)  being overconfident 
C)  being direct 
D)  being aggressive 
E)  being overbearing 
A)  being assertive 
B)  being overconfident 
C)  being direct 
D)  being aggressive 
E)  being overbearing

Question 19

The textbook identifies twelve so called "keys to a successful close." Identify those twelve keys and provide some rationale for using them.

Accepted Answer

1.Be enthusiastic
2.Plan your sales call

Question 20

Which of the following is NOT a correct statement dealing with a salesperson who wants to close more business?

Accepted Answer

A)  ask for the order and be quiet 
B)  avoid asking for the order more than twice so prospect will not be offended 
C)  take into consideration the customer's point of view in everything he does and says 
D)  tailor his close to each prospect 
E)  believe he can close the sale successfully 
A)  ask for the order and be quiet 
B)  avoid asking for the order more than twice so prospect will not be offended 
C)  take into consideration the customer's point of view in everything he does and says 
D)  tailor his close to each prospect 
E)  believe he can close the sale successfully

You are selling golf carts to a country club manager.The manager agrees to order three dozen carts.What should you do after finalizing the sale?

What should a professional salesperson do immediately after saying the following: "Great,shall I put in an order for 1000 units at $1.00 each to be delivered in the next few days?"

During the closing process,a car salesperson asks the customer the following question: "Would you like a 3 or 5-year extended warranty with your new purchase?" Which specific closing technique is this salesperson using?

Assertiveness is expressing our thoughts,feelings,and beliefs in a direct,honest,and appropriate way.An example of an assertiveness statement is; "Your organization cannot grow without our product."

Which of the following is/are NOT correct description(s)of the acronym SELL?

The 2^nd L in the SELL sequence deals with looking out for opportunities to cross-sell other products or services.

An important characteristic of good closers is that they have the ability face rejection while remaining positive.

When is the best time to use a trial close?

Closing techniques should be chosen based on the specific situation you are facing.Which of the following bundles of techniques are likely to prove effective in dealing with an indecisive prospect?

Which of the following statement about the first L in the SELL sequence is correct?

Which closing technique tends to generate in the prospect a sense of excitement and the need for quick action on their part?

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?

What should a professional salesperson be able to do to improve his/her sales performance?

Which of the following is the best example of a proper trial close performed by a salesperson selling to a buyer at the head office of a large drug store chain?

The prospect asks a person from a neighbouring office to come in and asks what she thinks about your proposition.In what stage of the buying process is the prospect likely in?

An example of a strong buying signal is when the prospect begins to carefully examine the product and starts to ask questions.

A salesperson says to her prospect,"I would like to show you how our product will help you be successful." What is the salesperson doing?

The textbook identifies twelve so called "keys to a successful close." Identify those twelve keys and provide some rationale for using them.

Which of the following is NOT a correct statement dealing with a salesperson who wants to close more business?

The Life,times,and Career of the Professional Salesperson

Ethics First Then Customer Relationships

The Psychology of Selling: Why People Buy

Communication for Successful Selling: How to Build Relationships

Sales Knowledge: Customers, products, technologies

Prospecting : The Lifeblood of Selling

The Pre-Approach Planning Your Sales Call and Presentation

The Approach: Begin Your Presentation Strategically

The Presentation: Elements of Effective Persuasion

Objections Address Your Prospects Concerns

Follow-Up Maintain and Strengthen the Relationship

Time,Territory,and Self-Management

Retail, business, services, and Nonprofit Selling

Filters

Exam 11: Closing the Beginning of a New Relationship

You are selling golf carts to a country club manager.The manager agrees to order three dozen carts.What should you do after finalizing the sale?

What should a professional salesperson do immediately after saying the following: "Great,shall I put in an order for 1000 units at $1.00 each to be delivered in the next few days?"

During the closing process,a car salesperson asks the customer the following question: "Would you like a 3 or 5-year extended warranty with your new purchase?" Which specific closing technique is this salesperson using?

Assertiveness is expressing our thoughts,feelings,and beliefs in a direct,honest,and appropriate way.An example of an assertiveness statement is; "Your organization cannot grow without our product."

Which of the following is/are NOT correct description(s)of the acronym SELL?

The 2nd L in the SELL sequence deals with looking out for opportunities to cross-sell other products or services.

An important characteristic of good closers is that they have the ability face rejection while remaining positive.

When is the best time to use a trial close?

Closing techniques should be chosen based on the specific situation you are facing.Which of the following bundles of techniques are likely to prove effective in dealing with an indecisive prospect?

Which of the following statement about the first L in the SELL sequence is correct?

Which closing technique tends to generate in the prospect a sense of excitement and the need for quick action on their part?

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?

What should a professional salesperson be able to do to improve his/her sales performance?

Which of the following is the best example of a proper trial close performed by a salesperson selling to a buyer at the head office of a large drug store chain?

The prospect asks a person from a neighbouring office to come in and asks what she thinks about your proposition.In what stage of the buying process is the prospect likely in?

An example of a strong buying signal is when the prospect begins to carefully examine the product and starts to ask questions.

A salesperson says to her prospect,"I would like to show you how our product will help you be successful." What is the salesperson doing?

The textbook identifies twelve so called "keys to a successful close." Identify those twelve keys and provide some rationale for using them.

Which of the following is NOT a correct statement dealing with a salesperson who wants to close more business?

The Life,times,and Career of the Professional Salesperson

Ethics First Then Customer Relationships

The Psychology of Selling: Why People Buy

Communication for Successful Selling: How to Build Relationships

Sales Knowledge: Customers, products, technologies

Prospecting : The Lifeblood of Selling

The Pre-Approach Planning Your Sales Call and Presentation

The Approach: Begin Your Presentation Strategically

The Presentation: Elements of Effective Persuasion

Objections Address Your Prospects Concerns

Follow-Up Maintain and Strengthen the Relationship

Time,Territory,and Self-Management

Retail, business, services, and Nonprofit Selling

Filters

The 2^nd L in the SELL sequence deals with looking out for opportunities to cross-sell other products or services.