Question 1

If a customer says nothing immediately after a closing attempt,the salesperson should continue the conversation.

Accepted Answer

A) True 
 B)False

Question 2

One way to remember to incorporate a trial close into the sales presentation is the SELL Sequence.What does each letter in the word sell stand for? Provide two questions a salesperson could use to seek feedback from

Accepted Answer

the prospect within the context of a tri

Question 3

There are many factors to consider when closing sales if you want to be more effective.Which of the following is NOT one of the factors suggested in the textbook?

Accepted Answer

A)  make sure your prospect understands by providing full disclosure 
B)  stop the sales process after you are told NO by the prospect - you do not want to come across as being rude 
C)  usually, trial closes should happen before the salesperson closes the sale 
D)  make sure you set high goals for yourself 
E)  what you do and how you do it should always consider the perspective of the prospect 
A)  make sure your prospect understands by providing full disclosure 
B)  stop the sales process after you are told NO by the prospect - you do not want to come across as being rude 
C)  usually, trial closes should happen before the salesperson closes the sale 
D)  make sure you set high goals for yourself 
E)  what you do and how you do it should always consider the perspective of the prospect

Question 4

At the end of their discussion about her products,Sophia pulls out her tablet and shows the prospect graphs,bar charts and profit trends that drive home the points Sophia was trying to make to sell her product.What closing technique is Sophia using to improve the probability of having a successful sales presentation?

Accepted Answer

A)  technology close 
B)  probability close 
C)  T-account close 
D)  summary-of-benefits close 
E)  minor-points close 
A)  technology close 
B)  probability close 
C)  T-account close 
D)  summary-of-benefits close 
E)  minor-points close

Question 5

When Michelle treats her prospects with respect and consciously seeks a win-win situation,what is she doing?

Accepted Answer

A)  being aggressive 
B)  being passive 
C)  being assertive 
D)  being empathetic 
E)  being passive-aggressive 
A)  being aggressive 
B)  being passive 
C)  being assertive 
D)  being empathetic 
E)  being passive-aggressive

Question 6

Danica tells her prospect that inventory of her products is running very low and that the prospect should act quickly to secure the order.What closing technique is Danica using?

Accepted Answer

A)  T-account close 
B)  rushed close 
C)  high pressure selling 
D)  urgency close 
E)  probability close 
A)  T-account close 
B)  rushed close 
C)  high pressure selling 
D)  urgency close 
E)  probability close

Question 7

One of your most inexperienced colleagues is having problems closing deals.She asks for your advice given your reputation as a "closer." Which of the following is NOT an advice you would provide her?

Accepted Answer

A)  Be prepared and make sure you rehearse your presentation. 
B)  While making the presentation, use trial closes to move your prospect towards answering "yes" to the buy question. 
C)  Don't be afraid to ask for the business - they expect you to. 
D)  Try to anticipate potential objections your prospect may put through your way and have an answer ready. 
E)  Don't over prepare - just go with the flow. Your natural abilities will come to the surface. 
A)  Be prepared and make sure you rehearse your presentation. 
B)  While making the presentation, use trial closes to move your prospect towards answering "yes" to the buy question. 
C)  Don't be afraid to ask for the business - they expect you to. 
D)  Try to anticipate potential objections your prospect may put through your way and have an answer ready. 
E)  Don't over prepare - just go with the flow. Your natural abilities will come to the surface.

Question 8

In sales,aggressiveness and assertiveness describe the same behaviour.

Accepted Answer

A) True 
 B)False

Question 9

Before addressing an objection makes for a great time to trial close.

Accepted Answer

A) True 
 B)False

Question 10

The textbook introduces ten different closing techniques a salesperson may use.Of these,the best technique is the summary-of-benefits technique.

Accepted Answer

A) True 
 B)False

Question 11

A prospect begins by asking question about warranty and delivery dates,carefully examines the merchandise or says to their partner; "What do you think?" What kind of signal is this prospect providing?

Accepted Answer

A)  negotiation signals 
B)  boomerang signals 
C)  wasting time signals 
D)  buying signals 
E)  conversation signals 
A)  negotiation signals 
B)  boomerang signals 
C)  wasting time signals 
D)  buying signals 
E)  conversation signals

If a customer says nothing immediately after a closing attempt,the salesperson should continue the conversation.

One way to remember to incorporate a trial close into the sales presentation is the SELL Sequence.What does each letter in the word sell stand for? Provide two questions a salesperson could use to seek feedback from

There are many factors to consider when closing sales if you want to be more effective.Which of the following is NOT one of the factors suggested in the textbook?

When Michelle treats her prospects with respect and consciously seeks a win-win situation,what is she doing?

Danica tells her prospect that inventory of her products is running very low and that the prospect should act quickly to secure the order.What closing technique is Danica using?

One of your most inexperienced colleagues is having problems closing deals.She asks for your advice given your reputation as a "closer." Which of the following is NOT an advice you would provide her?

In sales,aggressiveness and assertiveness describe the same behaviour.

Before addressing an objection makes for a great time to trial close.

The textbook introduces ten different closing techniques a salesperson may use.Of these,the best technique is the summary-of-benefits technique.

A prospect begins by asking question about warranty and delivery dates,carefully examines the merchandise or says to their partner; "What do you think?" What kind of signal is this prospect providing?

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

If a customer says nothing immediately after a closing attempt,the salesperson should continue the conversation.

One way to remember to incorporate a trial close into the sales presentation is the SELL Sequence.What does each letter in the word sell stand for? Provide two questions a salesperson could use to seek feedback from

There are many factors to consider when closing sales if you want to be more effective.Which of the following is NOT one of the factors suggested in the textbook?

When Michelle treats her prospects with respect and consciously seeks a win-win situation,what is she doing?

Danica tells her prospect that inventory of her products is running very low and that the prospect should act quickly to secure the order.What closing technique is Danica using?

One of your most inexperienced colleagues is having problems closing deals.She asks for your advice given your reputation as a "closer." Which of the following is NOT an advice you would provide her?

In sales,aggressiveness and assertiveness describe the same behaviour.

Before addressing an objection makes for a great time to trial close.

The textbook introduces ten different closing techniques a salesperson may use.Of these,the best technique is the summary-of-benefits technique.

A prospect begins by asking question about warranty and delivery dates,carefully examines the merchandise or says to their partner; "What do you think?" What kind of signal is this prospect providing?

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