Exam 12: Closing Begins the Relationship

Which of the following is the main similarity between the minor-points close and the alternate-choice close?

In this type of close,the salesperson behaves as if the prospect wants to buy the product.

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

According to the text,if a compliment close is inappropriate a salesperson should use the ________ close instead.

When should a salesperson attempt to close the sale?

During the sales presentation for the CNC heavy-duty router,the salesperson asks,"Do you prefer the 4-foot-by-4-foot or the 4-foot-by-8-foot table size router?" The prospect responds,"Before I make my decision,tell me more about the motor that's on this router." Later during the presentation,the salesperson says,"Do you want me to have the router delivered on Friday or Monday?" When the prospect says,"Monday," the salesperson knows he has closed the sale.Which method of closing does the salesperson try the first time?

With the assumptive close,the salesperson assumes the prospect will buy and act accordingly.

What should Hastie do once a theater manager has agreed to let Stage Technologies design and install a stage-rigging system?

An important characteristic of good closers is that they have "the gift of gab."

The complimentary close is LEAST effective when the prospect is:

Briefly describe the purpose and steps of the exit technique.

Which of the following statements is the best example of a minor-points close?

Even though the prospect had not yet agreed to buy,the salesperson said,"I'll make sure the dishwasher is delivered to your house on Saturday." This statement is an example of the _____ close.

The needs of the prospect have to be confirmed during the approach itself.

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

Assumptive close is not generally used for customers who do not have a good relationship with the salesperson.

Which of the following rules is listed as one of the text's twelve keys to successful closing?

After the pharmaceutical salesperson asks for the order,the very next thing he should do is to:

Which type of close is intended to motivate a prospect to act immediately?

What type of close is being used when the salesperson tells the dentist,"I'm not sure that in the future,my company can keep up with the demand for Protexin oral rinse.I know you prefer it and I can sell you three cases today."