Question 1

Which of the following is an example of alternative-choice closing technique?

Accepted Answer

A)  I'll send you three cases of wine tomorrow. 
B)  Would you prefer orange flavor or lemon flavor? 
C)  This product has many advantages, so why not buy it? 
D)  Our offer will not last for long, so you have to act quickly. 
E)  I would give you a discount if you bought both of these today. 
A)  I'll send you three cases of wine tomorrow. 
B)  Would you prefer orange flavor or lemon flavor? 
C)  This product has many advantages, so why not buy it? 
D)  Our offer will not last for long, so you have to act quickly. 
E)  I would give you a discount if you bought both of these today.

Question 2

According to the text, closing the sale should be the hardest part of the presentation.

Accepted Answer

A) True 
 B)False

Question 3

Before making a close, a salesperson should put away all visual aids since they will distract the prospect.

Accepted Answer

A) True 
 B)False

Question 4

A T-account close is based on the process that people use when they make a decision by weighing the pros against the cons.

Accepted Answer

A) True 
 B)False

Question 5

Which of the following closing techniques is LEAST preferred when calling on an indecisive customer?

Accepted Answer

A)  Summary-of-benefits 
B)  Probability 
C)  Negotiation 
D)  Assumptive 
E)  Standing-room-only 
A)  Summary-of-benefits 
B)  Probability 
C)  Negotiation 
D)  Assumptive 
E)  Standing-room-only

Question 6

How does the modified T-account close differ from the T-account close?

Accepted Answer

In the T-account close, the sa

Question 7

A salesperson asks a prospect, "Would you prefer the freezer be on the top or bottom of the refrigerator?" This is an example of the _____ close.

Accepted Answer

A)  summary-of-benefits 
B)  alternative-choice 
C)  T-account 
D)  assumptive 
E)  standing-room-only 
A)  summary-of-benefits 
B)  alternative-choice 
C)  T-account 
D)  assumptive 
E)  standing-room-only

Question 8

Give an example of how a Girl Scout can use an alternative-choice close to sell Girl Scout cookies.

Accepted Answer

Students' answers will vary depending on

Question 9

During a sales call, a prospect was in a state of visible anxiety during the early stages of the sales presentation. However, towards the end of the presentation, the prospect became friendly and appeared relaxed. This description indicates that:

Accepted Answer

A)  the buyer has hidden objections that need to be uncovered. 
B)  a stronger relationship has to be established before close. 
C)  the buyer wants to buy the product but at a later stage. 
D)  the buyer expects a significant discount. 
E)  the buyer is ready for a close. 
A)  the buyer has hidden objections that need to be uncovered. 
B)  a stronger relationship has to be established before close. 
C)  the buyer wants to buy the product but at a later stage. 
D)  the buyer expects a significant discount. 
E)  the buyer is ready for a close.

Question 10

Robert, a pharmaceutical sales representative, is calling on the purchasing executive of a hospital for the first time. The assumptive closing technique is best suited for this sales call.

Accepted Answer

A) True 
 B)False

Question 11

Miles sells greenhouse equipment. When meeting with Ray 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?

Accepted Answer

A)  Negotiation 
B)  Assumptive 
C)  Compliment 
D)  Summary-of-benefits 
E)  Minor-points 
A)  Negotiation 
B)  Assumptive 
C)  Compliment 
D)  Summary-of-benefits 
E)  Minor-points

Question 12

Which of the following is the best example of the standing-room-only close?

Accepted Answer

A)  "I have made 5 packets for you and I will ship them soon?" 
B)  "Will you want the merchandise delivered on Friday or Monday?" 
C)  "We have only one more digital camera in stock, and we won't be receiving more until next month." 
D)  "The color of that suit looks beautiful with your skin tone, and the way it is cut really shows off your figure." 
E)  "These specific features make this computer monitor an absolute necessity for you." 
A)  "I have made 5 packets for you and I will ship them soon?" 
B)  "Will you want the merchandise delivered on Friday or Monday?" 
C)  "We have only one more digital camera in stock, and we won't be receiving more until next month." 
D)  "The color of that suit looks beautiful with your skin tone, and the way it is cut really shows off your figure." 
E)  "These specific features make this computer monitor an absolute necessity for you."

Question 13

"Would you prefer the 16-inch or the 20-inch hedge clippers?" This statement is an example of _____ close.

Accepted Answer

A)  T-account 
B)  Forestalling 
C)  Assumptive 
D)  Minor-points 
E)  Double-yes 
A)  T-account 
B)  Forestalling 
C)  Assumptive 
D)  Minor-points 
E)  Double-yes

Question 14

The salesperson says, "Would you be willing to accept a limited 2-year warranty that only covers parts and not labor?" This is likely to be a _____ close.

Accepted Answer

A)  negotiation 
B)  continuous-yes 
C)  summary-of-benefits 
D)  T-account 
E)  technology 
A)  negotiation 
B)  continuous-yes 
C)  summary-of-benefits 
D)  T-account 
E)  technology

Question 15

What is a buying signal? Give two examples.

Accepted Answer

A buying signal refers to anything that

Question 16

What is an assumptive close? When can it be used?

Accepted Answer

With the assumptive close, the salespers

Question 17

According to the text, which closing technique is effective in all situations?

Accepted Answer

A)  Assumptive 
B)  Probability 
C)  Continuous-yes 
D)  Minor-points 
E)  Standing-room-only 
A)  Assumptive 
B)  Probability 
C)  Continuous-yes 
D)  Minor-points 
E)  Standing-room-only

Question 18

The purpose of the negotiation close is to:

Accepted Answer

A)  overcome a prospect's objections that you are unable to answer directly. 
B)  make the prospect think haggling has led to the lowest price available. 
C)  determine who gets the better end of the deal. 
D)  get the prospect to reveal hidden objections. 
E)  find ways for both parties to have a fair deal. 
A)  overcome a prospect's objections that you are unable to answer directly. 
B)  make the prospect think haggling has led to the lowest price available. 
C)  determine who gets the better end of the deal. 
D)  get the prospect to reveal hidden objections. 
E)  find ways for both parties to have a fair deal.

Question 19

A salesperson should attempt the close when the:

Accepted Answer

A)  prospect is at the 'desire' stage of the mental buying process. 
B)  prospect is ready. 
C)  salesperson is ready. 
D)  salesperson has handled an objection successfully. 
E)  sales presentation is complete. 
A)  prospect is at the 'desire' stage of the mental buying process. 
B)  prospect is ready. 
C)  salesperson is ready. 
D)  salesperson has handled an objection successfully. 
E)  sales presentation is complete.

Question 20

Which of the following is most likely true regarding the summary-of-benefits close?

Accepted Answer

A)  It is infrequently used by salespeople. 
B)  It aims at a specific prospect's personality. 
C)  It cannot be used easily as it involves a complex process. 
D)  The SELL sequence and FAB statements can be utilized. 
E)  It is not a straightforward method to close an industrial sale. 
A)  It is infrequently used by salespeople. 
B)  It aims at a specific prospect's personality. 
C)  It cannot be used easily as it involves a complex process. 
D)  The SELL sequence and FAB statements can be utilized. 
E)  It is not a straightforward method to close an industrial sale.

Which of the following is an example of alternative-choice closing technique?

According to the text, closing the sale should be the hardest part of the presentation.

Before making a close, a salesperson should put away all visual aids since they will distract the prospect.

A T-account close is based on the process that people use when they make a decision by weighing the pros against the cons.

Which of the following closing techniques is LEAST preferred when calling on an indecisive customer?

How does the modified T-account close differ from the T-account close?

A salesperson asks a prospect, "Would you prefer the freezer be on the top or bottom of the refrigerator?" This is an example of the _____ close.

Give an example of how a Girl Scout can use an alternative-choice close to sell Girl Scout cookies.

During a sales call, a prospect was in a state of visible anxiety during the early stages of the sales presentation. However, towards the end of the presentation, the prospect became friendly and appeared relaxed. This description indicates that:

Robert, a pharmaceutical sales representative, is calling on the purchasing executive of a hospital for the first time. The assumptive closing technique is best suited for this sales call.

Which of the following is the best example of the standing-room-only close?

"Would you prefer the 16-inch or the 20-inch hedge clippers?" This statement is an example of _____ close.

The salesperson says, "Would you be willing to accept a limited 2-year warranty that only covers parts and not labor?" This is likely to be a _____ close.

What is a buying signal? Give two examples.

What is an assumptive close? When can it be used?

According to the text, which closing technique is effective in all situations?

The purpose of the negotiation close is to:

A salesperson should attempt the close when the:

Which of the following is most likely true regarding the summary-of-benefits 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

Which of the following is an example of alternative-choice closing technique?

According to the text, closing the sale should be the hardest part of the presentation.

Before making a close, a salesperson should put away all visual aids since they will distract the prospect.

A T-account close is based on the process that people use when they make a decision by weighing the pros against the cons.

Which of the following closing techniques is LEAST preferred when calling on an indecisive customer?

How does the modified T-account close differ from the T-account close?

A salesperson asks a prospect, "Would you prefer the freezer be on the top or bottom of the refrigerator?" This is an example of the _____ close.

Give an example of how a Girl Scout can use an alternative-choice close to sell Girl Scout cookies.

During a sales call, a prospect was in a state of visible anxiety during the early stages of the sales presentation. However, towards the end of the presentation, the prospect became friendly and appeared relaxed. This description indicates that:

Robert, a pharmaceutical sales representative, is calling on the purchasing executive of a hospital for the first time. The assumptive closing technique is best suited for this sales call.

Which of the following is the best example of the standing-room-only close?

"Would you prefer the 16-inch or the 20-inch hedge clippers?" This statement is an example of _____ close.

The salesperson says, "Would you be willing to accept a limited 2-year warranty that only covers parts and not labor?" This is likely to be a _____ close.

What is a buying signal? Give two examples.

What is an assumptive close? When can it be used?

According to the text, which closing technique is effective in all situations?

The purpose of the negotiation close is to:

A salesperson should attempt the close when the:

Which of the following is most likely true regarding the summary-of-benefits 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