Exam 12: Closing Begins the Relationship

Gary Tucker is a senior salesperson at a retail showroom of Ford Motor Company.He sells more than 50 cars every month and often uses the minor-points close to get the order from clients.Which of the following statements is most likely an example of Gary's minor-points close?

With an alternative-choice close,the salesperson:

While working with a customer at your weekend job in a furniture store,you notice the customer is closely examining a set of patio furniture.From your study of professional selling,you know that the customer is:

Every sale is a negotiation,and most sales negotiations focus on cost and quality.

Explain the standing-room-only close.What is the purpose of using it?

The salesperson has just asked the prospect to order three cases of pet flea collars and his prospect says,"I want to think it over." Which close is best suited for this situation?

Jack Gangi sells ad space for companies that wish to advertise on buses.As he is selling ad space to a local art gallery owner,he closes by saying,"Since you know so much more about color and design than I do,I can learn a lot working with you developing this ad." This is an example of a(n)_____ close.

If your experience as a salesperson is typical,your close will most often take place:

To be successful,salespeople need to remember their ABCs.In this case,ABC is an acronym for "Adapt Benefits to Customer."

Assume that a salesperson asks a prospect to buy,and surprisingly,the prospect agrees.What should the salesperson do now?

What are two other names sometimes given to the T-account close?

What kind of a close would Hastie be using if during the presentation,he told the theater manager,"Your theater is world-renowned for its attention to production details?"

Miles sells greenhouse equipment.When meeting with Ralf Dover,Miles said,"I talked to the owner of Tarpon Gardens today and she said you have the best selection of roses of any grower in this area.I think my products can help you maintain healthy bushes with less work." What type of close did Miles use?

Which of the following is true about a trial close?

To close more sales,it is essential that the professional salesperson does all of the following EXCEPT:

You are selling to a self-styled expert who is in a bad mood.According to your text,the _____ close is very effective.

Which closing technique can be used by salespeople if they need a simple and straightforward close?

Which of the following statements about the alternative-choice close is true?

"Get the order and get out." This is a good principle for salespeople to follow.

Closing is the processes of helping people make a decision that will benefit them.