Question 1

Three closes is the maximum number of closes for any given sales presentation.

Accepted Answer

A) True 
 B)False  False

Question 2

The summary of benefits close is extremely useful if it targets a specific prospect's personality.

Accepted Answer

A) True 
 B)False  False

Question 3

It is appropriate to use a trial close after discussing information relative to overcoming the objection.

Accepted Answer

A) True 
 B)False  True

Question 4

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

Accepted Answer

A)  "I'll have that new mattress delivered to your house on Wednesday." 
B)  "Do you want those pillows in maroon or ebony?" 
C)  "So you really like the fabric color and texture as well as the shape and size of that sofa?" 
D)  "Your appreciation of that lamp just confirms my opinion of your impeccable tastes." 
E)  "I am not sure if I have your shoe size. Would you want a pair if I have them in stock?" 
A)  "I'll have that new mattress delivered to your house on Wednesday." 
B)  "Do you want those pillows in maroon or ebony?" 
C)  "So you really like the fabric color and texture as well as the shape and size of that sofa?" 
D)  "Your appreciation of that lamp just confirms my opinion of your impeccable tastes." 
E)  "I am not sure if I have your shoe size. Would you want a pair if I have them in stock?"

Question 5

To become a successful professional salesperson, you should do all of the following EXCEPT:

Accepted Answer

A)  asking questions to gather information. 
B)  recognizing how the benefits of the product satisfy the customer's needs. 
C)  establishing a balanced dialogue with customers. 
D)  using a benefit summary and action plan requiring commitment when closing. 
E)  trying to maximize profits and benefits only for your company. 
A)  asking questions to gather information. 
B)  recognizing how the benefits of the product satisfy the customer's needs. 
C)  establishing a balanced dialogue with customers. 
D)  using a benefit summary and action plan requiring commitment when closing. 
E)  trying to maximize profits and benefits only for your company.

Question 6

The compliment close is particularly effective when you are calling on a prospect who has a big ego.

Accepted Answer

A) True 
 B)False

Question 7

"I can defer the billing until the end of the month instead of a discount. Would you be happy with this arrangement?" This is an example of a negotiation close.

Accepted Answer

A) True 
 B)False

Question 8

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

Accepted Answer

A)  Compliment 
B)  Summary-of-benefits 
C)  Alternative-choice 
D)  Standing-room-only 
E)  Balance-Sheet 
A)  Compliment 
B)  Summary-of-benefits 
C)  Alternative-choice 
D)  Standing-room-only 
E)  Balance-Sheet

Question 9

According to the text, what are the basic reasons that salespeople face difficulties in closing sales?

Accepted Answer

There are three basic reasons why salesp

Question 10

You are selling skiwear to the manager of a large ski resort. The manager has agreed to order ten down-filled jackets. After finalizing the sale, you should:

Accepted Answer

A)  spend some more time with the client to build a trusting relationship. 
B)  explain the terms and conditions of the sale again. 
C)  use a trial close to try to get additional sales. 
D)  collect the order and leave. 
E)  invite the client to lunch. 
A)  spend some more time with the client to build a trusting relationship. 
B)  explain the terms and conditions of the sale again. 
C)  use a trial close to try to get additional sales. 
D)  collect the order and leave. 
E)  invite the client to lunch.

Question 11

Which of the following is most likely true about a trial close?

Accepted Answer

A)  A thwarted trial close means a sale will not occur. 
B)  Use a trial close during but not after a presentation. 
C)  Attempt a trial close after overcoming each objection. 
D)  A trial close is unnecessary when strong buying signals are given. 
E)  A trial close asks for a smaller quantity order compared to the real close. 
A)  A thwarted trial close means a sale will not occur. 
B)  Use a trial close during but not after a presentation. 
C)  Attempt a trial close after overcoming each objection. 
D)  A trial close is unnecessary when strong buying signals are given. 
E)  A trial close asks for a smaller quantity order compared to the real close.

Question 12

According to the text, which close is especially useful as a secondary or backup close?

Accepted Answer

A)  T-account 
B)  Compliment 
C)  Alternative-choice 
D)  Assumptive 
E)  Minor-points 
A)  T-account 
B)  Compliment 
C)  Alternative-choice 
D)  Assumptive 
E)  Minor-points

Question 13

A retail salesman explains the features of a television. After listening to the salesman, the prospect asks, "How much is it?" This question is clearly an objection.

Accepted Answer

A) True 
 B)False

Question 14

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

Accepted Answer

A) True 
 B)False

Question 15

A standing-room-only close is used to persuade an indecisive prospect to make a decision sooner rather than later.

Accepted Answer

A) True 
 B)False

Question 16

A prospect that becomes increasingly anxious during a sales presentation is sending a buying signal.

Accepted Answer

A) True 
 B)False

Question 17

After the prospect indicates that she likes the product, the salesperson asks, "You like the fit, the color, and how these glasses darken, right? I think you should buy a few of these." This is an example of the _____ close.

Accepted Answer

A)  summary-of-benefits 
B)  alternative-choice 
C)  minor-points 
D)  assumptive 
E)  assertive 
A)  summary-of-benefits 
B)  alternative-choice 
C)  minor-points 
D)  assumptive 
E)  assertive

Question 18

Even though the prospect had not yet agreed to buy, the salesperson said, "I'll make sure the carpeting is delivered to your house this Saturday." What type of close has the salesperson used?

Accepted Answer

A)  Assumptive 
B)  Standing-room-only 
C)  Alternative-choice 
D)  Summary 
E)  Continuous-agreement 
A)  Assumptive 
B)  Standing-room-only 
C)  Alternative-choice 
D)  Summary 
E)  Continuous-agreement

Question 19

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?

Accepted Answer

A)  Asking too many questions; making the prospect do too much talking. 
B)  Over controlling the call; asking too many closed-end questions. 
C)  Not responding to customer needs with benefits. 
D)  Not recognizing needs; giving benefits prematurely. 
E)  Making weak closing statements; not recognizing when or how to close. 
A)  Asking too many questions; making the prospect do too much talking. 
B)  Over controlling the call; asking too many closed-end questions. 
C)  Not responding to customer needs with benefits. 
D)  Not recognizing needs; giving benefits prematurely. 
E)  Making weak closing statements; not recognizing when or how to close.

Question 20

"Will you need one box of nails or two to go with those roofing shingles?" is an example of an alternative-choice close.

Accepted Answer

A) True 
 B)False

Three closes is the maximum number of closes for any given sales presentation.

The summary of benefits close is extremely useful if it targets a specific prospect's personality.

It is appropriate to use a trial close after discussing information relative to overcoming the objection.

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

To become a successful professional salesperson, you should do all of the following EXCEPT:

The compliment close is particularly effective when you are calling on a prospect who has a big ego.

"I can defer the billing until the end of the month instead of a discount. Would you be happy with this arrangement?" This is an example of a negotiation close.

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

According to the text, what are the basic reasons that salespeople face difficulties in closing sales?

You are selling skiwear to the manager of a large ski resort. The manager has agreed to order ten down-filled jackets. After finalizing the sale, you should:

Which of the following is most likely true about a trial close?

According to the text, which close is especially useful as a secondary or backup close?

A retail salesman explains the features of a television. After listening to the salesman, the prospect asks, "How much is it?" This question is clearly an objection.

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

A standing-room-only close is used to persuade an indecisive prospect to make a decision sooner rather than later.

A prospect that becomes increasingly anxious during a sales presentation is sending a buying signal.

After the prospect indicates that she likes the product, the salesperson asks, "You like the fit, the color, and how these glasses darken, right? I think you should buy a few of these." This is an example of the _____ close.

Even though the prospect had not yet agreed to buy, the salesperson said, "I'll make sure the carpeting is delivered to your house this Saturday." What type of close has the salesperson used?

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?

"Will you need one box of nails or two to go with those roofing shingles?" is an example of an alternative-choice close.

The Life, Times, and Career of the Professional Salesperson

Relationship Marketing: Where Personal Selling Fits

Ethics First Then 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

Planning, Staffing, and Training Successful Salespeople

Motivation, Compensation, Leadership, and Evaluation of Salespeople

Filters

Exam 13: Closing Begins the Relationship

Three closes is the maximum number of closes for any given sales presentation.

The summary of benefits close is extremely useful if it targets a specific prospect's personality.

It is appropriate to use a trial close after discussing information relative to overcoming the objection.

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

To become a successful professional salesperson, you should do all of the following EXCEPT:

The compliment close is particularly effective when you are calling on a prospect who has a big ego.

"I can defer the billing until the end of the month instead of a discount. Would you be happy with this arrangement?" This is an example of a negotiation close.

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

According to the text, what are the basic reasons that salespeople face difficulties in closing sales?

You are selling skiwear to the manager of a large ski resort. The manager has agreed to order ten down-filled jackets. After finalizing the sale, you should:

Which of the following is most likely true about a trial close?

According to the text, which close is especially useful as a secondary or backup close?

A retail salesman explains the features of a television. After listening to the salesman, the prospect asks, "How much is it?" This question is clearly an objection.

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

A standing-room-only close is used to persuade an indecisive prospect to make a decision sooner rather than later.

A prospect that becomes increasingly anxious during a sales presentation is sending a buying signal.

After the prospect indicates that she likes the product, the salesperson asks, "You like the fit, the color, and how these glasses darken, right? I think you should buy a few of these." This is an example of the _____ close.

Even though the prospect had not yet agreed to buy, the salesperson said, "I'll make sure the carpeting is delivered to your house this Saturday." What type of close has the salesperson used?

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?

"Will you need one box of nails or two to go with those roofing shingles?" is an example of an alternative-choice close.

The Life, Times, and Career of the Professional Salesperson

Relationship Marketing: Where Personal Selling Fits

Ethics First Then 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

Planning, Staffing, and Training Successful Salespeople

Motivation, Compensation, Leadership, and Evaluation of Salespeople

Filters