Question 1

Discuss the differences between the minor-points close and the alternative-choice close.

Accepted Answer

Both closes are similar.Both methods inv

Question 2

You have been asked to explain the central theme associated with the "negotiation close" technique.Which of the following statement should be central to your explanation?

Accepted Answer

A)  overcome a prospect's objections that you are unable to answer directly 
B)  make the prospect think she has haggled you down to your best offer, whether it is true or not 
C)  determine who gets the better end of the deal 
D)  find ways for both parties to have a fair deal 
E)  get the prospect to reveal his true objections to you in a candid manner 
A)  overcome a prospect's objections that you are unable to answer directly 
B)  make the prospect think she has haggled you down to your best offer, whether it is true or not 
C)  determine who gets the better end of the deal 
D)  find ways for both parties to have a fair deal 
E)  get the prospect to reveal his true objections to you in a candid manner

Question 3

When faced with an indecisive buyer,a salesperson should consider using the T-account close.

Accepted Answer

A) True 
 B)False

Question 4

Of the different closing techniques available,the salesperson needs to choose the technique that fits the situation best.

Accepted Answer

A) True 
 B)False

Question 5

Which of the following rules is NOT included on the text's list of twelve keys to successful closing?

Accepted Answer

A)  Summarize benefits as related to the buyer's needs. 
B)  Ask for the order and then be quiet. 
C)  Assume the prospect is going to say "no." 
D)  Think that you're going to be successful. 
E)  Use trial closes during and after the presentation. 
A)  Summarize benefits as related to the buyer's needs. 
B)  Ask for the order and then be quiet. 
C)  Assume the prospect is going to say "no." 
D)  Think that you're going to be successful. 
E)  Use trial closes during and after the presentation.

Question 6

Salespersons should learn to recognize and deal with negative customer attitudes when they arise.

Accepted Answer

A) True 
 B)False

Question 7

Which of the following is NOT a recommended closing technique to use if you the salesperson are dealing with an indecisive prospect?

Accepted Answer

A)  summary-of-benefits close 
B)  probability close 
C)  negotiation close 
D)  compliment close 
E)  the Benjamin Franklin close 
A)  summary-of-benefits close 
B)  probability close 
C)  negotiation close 
D)  compliment close 
E)  the Benjamin Franklin close

Question 8

How should a salesperson close out a successful sale?

Accepted Answer

Stay Professional,st

Question 9

If the sales presentation is well done; prospect centric,includes strong two-way communication,and trial closes have been done after each objection then,the closing portion of the presentation should be easy.

Accepted Answer

A) True 
 B)False

Question 10

The business proposition does NOT deal with discussions around such issues as costs,margins,and value analysis.

Accepted Answer

A) True 
 B)False

Question 11

"I would like to show you how our product will help you attain your sales targets." This statement is an example of an assertive statement.

Accepted Answer

A) True 
 B)False

Question 12

To become a truly professional salesperson,you must be able to close under fire.What does the expression "close under fire" mean to a salesperson?

Accepted Answer

A)  ignore the prospect's objections and ask for the order anyway 
B)  shift the burden of proof to the prospect 
C)  deal with interruptions and "keep on selling" 
D)  ask for the order even when the prospect is in a bad mood 
E)  ask the prospect to increase his or her order even when the prospect doesn't need additional products 
A)  ignore the prospect's objections and ask for the order anyway 
B)  shift the burden of proof to the prospect 
C)  deal with interruptions and "keep on selling" 
D)  ask for the order even when the prospect is in a bad mood 
E)  ask the prospect to increase his or her order even when the prospect doesn't need additional products

Question 13

Under what specific situation is the assumptive close especially effective?

Accepted Answer

A)  when the summary-of-benefits has been provided 
B)  when only two choices have been provided 
C)  when the prospect/customer trusts the salesperson 
D)  when the purchase decision is complex 
E)  when the product is relatively new in the market with little track history 
A)  when the summary-of-benefits has been provided 
B)  when only two choices have been provided 
C)  when the prospect/customer trusts the salesperson 
D)  when the purchase decision is complex 
E)  when the product is relatively new in the market with little track history

Question 14

Explain the difference between Aggressiveness and Assertiveness.Provide an example of a statement representing aggressiveness and one statement demonstrating assertiveness on the part of the salesperson.

Accepted Answer

Assertiveness involves expressing oursel

Question 15

When prospects enter the conviction stage of the mental buying process,they often will provide the salesperson with buying signals.

Accepted Answer

A) True 
 B)False

Question 16

Except in a very few cases,the technology close simply confuses the prospect.

Accepted Answer

A) True 
 B)False

Question 17

Which of the following is NOT be a true statement associated with the "summary of benefits" closing technique?

Accepted Answer

A)  should end with you making a proposal 
B)  possibly the most popular closing technique 
C)  should be used when you need a straightforward close 
D)  use the presentation to determine benefits the prospect is interested in before using this technique 
E)  summarize the benefits of the product or service before you determine the key benefits the prospect is looking for 
A)  should end with you making a proposal 
B)  possibly the most popular closing technique 
C)  should be used when you need a straightforward close 
D)  use the presentation to determine benefits the prospect is interested in before using this technique 
E)  summarize the benefits of the product or service before you determine the key benefits the prospect is looking for

Question 18

What does the E in the SELL sequence remind you the salesperson to do during a sales presentation?

Accepted Answer

A)  enlist the help of visual aids 
B)  explain the advantage 
C)  exploit your opportunity to sell 
D)  elicit the close 
E)  elevate your company's image 
A)  enlist the help of visual aids 
B)  explain the advantage 
C)  exploit your opportunity to sell 
D)  elicit the close 
E)  elevate your company's image

Question 19

What should the salesperson do if he or she is unable to close the sale?

Accepted Answer

Act as a professional,adult salesperson,

Question 20

Which of the following describes a good time to use a trial close?

Accepted Answer

A)  during the prospecting stage 
B)  immediately after the introduction 
C)  after answering an objection 
D)  immediately after closing the sale 
E)  all of these describe good times to use a trial close 
A)  during the prospecting stage 
B)  immediately after the introduction 
C)  after answering an objection 
D)  immediately after closing the sale 
E)  all of these describe good times to use a trial close

Discuss the differences between the minor-points close and the alternative-choice close.

You have been asked to explain the central theme associated with the "negotiation close" technique.Which of the following statement should be central to your explanation?

When faced with an indecisive buyer,a salesperson should consider using the T-account close.

Of the different closing techniques available,the salesperson needs to choose the technique that fits the situation best.

Which of the following rules is NOT included on the text's list of twelve keys to successful closing?

Salespersons should learn to recognize and deal with negative customer attitudes when they arise.

Which of the following is NOT a recommended closing technique to use if you the salesperson are dealing with an indecisive prospect?

How should a salesperson close out a successful sale?

If the sales presentation is well done; prospect centric,includes strong two-way communication,and trial closes have been done after each objection then,the closing portion of the presentation should be easy.

The business proposition does NOT deal with discussions around such issues as costs,margins,and value analysis.

"I would like to show you how our product will help you attain your sales targets." This statement is an example of an assertive statement.

To become a truly professional salesperson,you must be able to close under fire.What does the expression "close under fire" mean to a salesperson?

Under what specific situation is the assumptive close especially effective?

Explain the difference between Aggressiveness and Assertiveness.Provide an example of a statement representing aggressiveness and one statement demonstrating assertiveness on the part of the salesperson.

When prospects enter the conviction stage of the mental buying process,they often will provide the salesperson with buying signals.

Except in a very few cases,the technology close simply confuses the prospect.

Which of the following is NOT be a true statement associated with the "summary of benefits" closing technique?

What does the E in the SELL sequence remind you the salesperson to do during a sales presentation?

What should the salesperson do if he or she is unable to close the sale?

Which of the following describes a good time to use a trial close?

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

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Exam 11: Closing the Beginning of a New Relationship

Discuss the differences between the minor-points close and the alternative-choice close.

You have been asked to explain the central theme associated with the "negotiation close" technique.Which of the following statement should be central to your explanation?

When faced with an indecisive buyer,a salesperson should consider using the T-account close.

Of the different closing techniques available,the salesperson needs to choose the technique that fits the situation best.

Which of the following rules is NOT included on the text's list of twelve keys to successful closing?

Salespersons should learn to recognize and deal with negative customer attitudes when they arise.

Which of the following is NOT a recommended closing technique to use if you the salesperson are dealing with an indecisive prospect?

How should a salesperson close out a successful sale?

If the sales presentation is well done; prospect centric,includes strong two-way communication,and trial closes have been done after each objection then,the closing portion of the presentation should be easy.

The business proposition does NOT deal with discussions around such issues as costs,margins,and value analysis.

"I would like to show you how our product will help you attain your sales targets." This statement is an example of an assertive statement.

To become a truly professional salesperson,you must be able to close under fire.What does the expression "close under fire" mean to a salesperson?

Under what specific situation is the assumptive close especially effective?

Explain the difference between Aggressiveness and Assertiveness.Provide an example of a statement representing aggressiveness and one statement demonstrating assertiveness on the part of the salesperson.

When prospects enter the conviction stage of the mental buying process,they often will provide the salesperson with buying signals.

Except in a very few cases,the technology close simply confuses the prospect.

Which of the following is NOT be a true statement associated with the "summary of benefits" closing technique?

What does the E in the SELL sequence remind you the salesperson to do during a sales presentation?

What should the salesperson do if he or she is unable to close the sale?

Which of the following describes a good time to use a trial close?

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