Exam 11: Closing the Beginning of a New Relationship

Regretfully,Mathew was not successful when he asked the customer to sign up for his company's cable TV package.What should Mathew do when faced with this scenario?

Often the close of the sale comes after the presentation.

Even though Bob and Marie had not placed their order,the salesperson asked,"Would you prefer delivery of this shower enclosure Thursday or Saturday?" Which of these terms best describes this closing technique?

To a degree,the minor-points close is similar to the alternative-choice close.

Which of the following statements about the key to successful closing is true yet counterintuitive?

List the three basic steps in using the summary-of-benefits close.

The textbook offers several great tips on how to close more consistently.Which of the following tips are referenced in the textbook?

The textbook recommends a minimum number of times a salesperson should attempt to close "before you count yourself out of the sale." What is that minimum number?

When talking to a young man buying his first new car,the salesperson said,"I'm not sure we have a CD player to fit your car.Would you want it if we have it in stock?" What closing technique is the salesperson using?

What particular closing technique is based on the process people use to make decisions?

Which of these conditions are perfect opportunities to use a trial close?

While working with a customer at your weekend job at a plant nursery,you notice he is closely examining a garden cart,closely measuring the dimensions of the cart and contents.What is this customer indicating to the salesperson?

The most popular way to close a sales call involves a summary-of-benefits that interested the prospect.

Arthur is a sales trainer.One of the salespeople Arthur works with named Regina finds the close is the hardest part of the sales presentation.Arthur knows that to help Regina he has to determine why she finds closing so hard.What are potential areas Arthur should explore about Regina's challenges with closing?

Angelo is trying to sell hand tools to a prospect who is not only a self-styled do-it-yourself expert,but who is also in a bad mood today.What closing technique would you suggest be used in this scenario?

Because the buying situation is dynamic,salespeople cannot preplan the close to use with a particular prospect.

Most sales negotiations focus on what two major themes?

A salespersons should always be on the lookout for buying signals when making a sales presentation.

Julie notices her prospect is having a hard time deciding whether to lease a new car.To help the prospect decide,Julie asks the prospect to make two lists: one list for the pros of leasing and the other list for the cons of leasing.What specific closing technique is Julie using with her prospect?

In which stage of the sales process do most experienced salespersons close the deal?