Exam 12: Closing Begins the Relationship

Robert is a computer salesman.On receiving a stalling objection from one of his clients,he used the probability close.The prospect responded,"I am not sure,maybe you have a 20% chance of making the sale if you come after a week." What action needs to be taken by Robert if he should have a chance of making the sale?

(Multiple Choice)

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Question 21

The _____ close permits the prospect to focus on identifying their real objections to making a purchase.

(Multiple Choice)

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Question 22

In most cases,the technology close confuses and bores prospects..

(True/False)

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Question 23

As a salesperson,you need to know that the business proposition:

(Multiple Choice)

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Question 24

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

(Essay)

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Question 25

Andrew sells organic fertilizers.He tells his prospect,"You have one of the best nurseries I have ever seen.I think my products will enhance it even more." What type of close is Andrew using here?

(Multiple Choice)

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Question 26

An assumptive close is most effective with:

(Multiple Choice)

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Question 27

There are six common mistakes that prevent a salesperson from making a successful sales call.Which of the following is NOT one of those mistakes?

(Multiple Choice)

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Question 28

As a general rule,you,as a salesperson,after receiving an order should leave the customer's office as soon as possible to avoid talking yourself out of the order.According to the text,it is not necessary for you to follow this rule if:

(Multiple Choice)

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Question 29

Which of the following is NOT an example of a buying signal?

(Multiple Choice)

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Question 30

"Would you prefer the 16-inch or 12-inch hedge clippers?" Which type of close is being used?

(Multiple Choice)

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Question 31

A salesperson should try to close a sale at least ________ time(s).

(Multiple Choice)

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Question 32

When compared to the T-account close,the modified T-account close:

(Multiple Choice)

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Question 33

What is a buying signal? Give three examples.

(Essay)

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Question 34

"As I understand it,you like the rotating handles,blade length,and weight of these pruning shears." The salesperson is using the _____ close.

(Multiple Choice)

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Question 35

The minor-points close is similar to the balance-sheet close.

(True/False)

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Question 36

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

(Multiple Choice)

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Question 37

When after all of your best efforts you are still unable to close the sale,act professionally and do not take the refusal personally.

(True/False)

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Question 38

Research shows that the summary of benefits close is the most powerful way to close a sales call.

(True/False)

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Question 39

The text says closing the sale should be the hardest part of the presentation.

(True/False)

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Question 40

Showing 21 - 40 of 149

The _____ close permits the prospect to focus on identifying their real objections to making a purchase.

In most cases,the technology close confuses and bores prospects..

As a salesperson,you need to know that the business proposition:

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

Andrew sells organic fertilizers.He tells his prospect,"You have one of the best nurseries I have ever seen.I think my products will enhance it even more." What type of close is Andrew using here?

An assumptive close is most effective with:

There are six common mistakes that prevent a salesperson from making a successful sales call.Which of the following is NOT one of those mistakes?

As a general rule,you,as a salesperson,after receiving an order should leave the customer's office as soon as possible to avoid talking yourself out of the order.According to the text,it is not necessary for you to follow this rule if:

Which of the following is NOT an example of a buying signal?

"Would you prefer the 16-inch or 12-inch hedge clippers?" Which type of close is being used?

A salesperson should try to close a sale at least ________ time(s).

When compared to the T-account close,the modified T-account close:

What is a buying signal? Give three examples.

"As I understand it,you like the rotating handles,blade length,and weight of these pruning shears." The salesperson is using the _____ close.

The minor-points close is similar to the balance-sheet close.

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

When after all of your best efforts you are still unable to close the sale,act professionally and do not take the refusal personally.

Research shows that the summary of benefits close is the most powerful way to close a sales call.

The text says closing the sale should be the hardest part of the presentation.

The Life, times, and Career of the Professional Salesperson

Ethics Firstthen Customer Relationships

The Psychology of Selling: Why People Buy

Communication for Relationship Building: Its Not All Talk

Sales Knowledge: Customers, products, technologies

Prospecting : the Lifeblood of Selling

Planning the Sales Call Is a Must

Carefully Select Which Sales Presentation Method to Use

Begin Your Presentation Strategically

Elements of a Great Sales Presentation

Welcome Your Prospects Objections

Service and Follow-Up for Customer Retention

Time, territory, and Self-Management: Keys to Success

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