Exam 12: Closing Begins the Relationship

Most sales negotiations focus on two major themes.They are:

Compare the continuous-yes close with the summary-of-benefits close.

The _____ close requires the salesperson to ask the prospect a series of benefit questions.

What kind of a close would Ager be using if during the presentation,he asked,"Would you want the control module in the orchestra pit or behind the curtains?"

List the four common mistakes that salespeople make which prevents them from making successful sales calls.

When the wedding planner asked the engaged couple if they wanted an unforgettable wedding,the couple responded in the affirmative.Then the planner asked,"Do you want your guests to enjoy the day as much as you will?" The couple again said,"Yes." "You know one of the ways that people remember a wedding is by how wonderful the reception is.Do you want to have a memorable reception?" This time the couple nodded,"of course." Then the wedding planner asked,"Do you want me to use my best judgment to guarantee that you have a marvelous wedding day?" With that last remark answered in the affirmative,the couple signed a contract authorizing the wedding planner to design their wedding festivities.The wedding consultant used a(n)_____ close.

Like the alternative-choice close,the _______ close asks the prospect to select between two options.

"You would require 500 cases this month.I will send them on Friday." This is an example of _____ closing technique.

Cassandra works for a manufacturer of cedar closet systems.As she negotiates with a buyer for Home Depot,Cassandra says,"The recent drought in Maine may seriously limit our ability to meet your needs for cedar products in the future." Cassandra is using a(n)_____ close.

The statement,"I'll place that order for six pallets of potting soil right now," is an example of an unethical close.

The salesperson should not slow down a presentation even if the prospect is a slow thinker.

You are the salesperson of a large soft drink manufacturer.You are calling on a purchasing agent to inform him about a new promotional offer and to ask for an order of 100 cases.When you enter the customer's place you realize that the customer is in a bad mood.How do you respond to this situation?

A(n)_____ refers to anything prospects say or do indicating they are ready to buy.

Using too many closed-end questions can result in an unsuccessful sales call.

The alternative choice close gives the prospect a chance of buying or not buying.

A salesperson should not attempt to close a sale at the early stages of the presentation even if it appears that the prospect is ready to buy.

Kelly,a car salesman,is working with a highly indecisive prospect.Which of the following close techniques would be LEAST likely to close the sale for Kelly?

"Which do you like best-the flexible goggles or the rubber frame goggles?" This is an example of a(n)_____ close?

The salesperson is trying to convince a buyer to purchase a Little Wonder Snow Blower.When the salesperson says,"This blower has a 13HP engine for power,three large,ball-bearing pneumatic wheels so it won't get stuck in drifts,and an adjustable,ergonomically-designed handle." The salesperson is using a(n)_____ close.

The salesperson was selling the couple a garden tub with water jets for their new bathroom.He said,"You'll be the envy of all your friends with this great tub.It will be the pièce de résistance in your new bath." When his first close failed,he asked,"Will you want to use clear or white caulk to install your new tub?" What type of close did the salesperson use the second time?