Question 1

The textbook introduces ten different closing techniques a salesperson may use.Of these, the best technique is the summary-of-benefits technique.

Accepted Answer

A) True 
 B)False  False

Question 2

In order for a trial close to be effective, it has to be generic.

Accepted Answer

A) True 
 B)False  False

Question 3

An example of a strong buying signal is when the prospect begins to carefully examine the product and starts to ask questions.

Accepted Answer

A) True 
 B)False  True

Question 4

The 2nd L in the SELL sequence deals with looking out for opportunities to cross-sell other products or services.

Accepted Answer

A) True 
 B)False

Question 5

The textbook identifies twelve so called "keys to a successful close." Identify six of those twelve keys and provide two rationales for using them.

Accepted Answer

The answer of The textbook identifies twelve so called "keys...

Question 6

The textbook offers several great tips on how to close more consistently.Which of the following tips is NOT referenced in the textbook?

Accepted Answer

A)  tailor your close to each prospect
B)  be sure your prospect understands any jargon you may use
C)  never stop at the first "no"
D)  after asking for the order, be silent
E)  setting personal goals is not significant

Question 7

One of your most inexperienced colleagues is having problems closing deals.She asks for your advice given your reputation as a "closer." Which of the following is NOT an advice you would provide her?

Accepted Answer

A)  Be prepared and make sure you rehearse your presentation.
B)  While making the presentation, use trial closes to move your prospect towards answering "yes" to the buy question.
C)  Don't be afraid to ask for the business - they expect you to.
D)  Try to anticipate potential objections your prospect may put through your way and have an answer ready.
E)  Don't over prepare - just go with the flow.Your natural abilities will come to the surface.

Question 8

Which of the following describes a good time to use a trial close?

Accepted Answer

A)  during the prospecting stage
B)  after a caution signal
C)  after answering an objection
D)  immediately after closing the sale
E)  during the approach stage

Question 9

A salesperson says to her prospect, "I would like to show you how our product will help you be successful." What is the salesperson doing?

Accepted Answer

A)  being assertive
B)  being overconfident
C)  being direct
D)  being aggressive
E)  being overbearing

Question 10

Kim just attempted a trial close and received positive feedback from her client.Which of following should be Kim's next logical step?

Accepted Answer

A)  Since the feedback is positive, Kim should move the presentation forward to the close stage
B)  Since the feedback is positive, Kim should move the presentation forward to another trial close stage
C)  Since the feedback is positive, Kim should move the presentation forward to determine objections stage
D)  Since the feedback is positive, Kim should move back to the presentation stage
E)  Since the feedback is positive, Kim should move the presentation.back to the approach stage

Question 11

Which of the following is the main reason why the ultimatum close is not used as often anymore as it was in the past?

Accepted Answer

A)  It sounds threatening
B)  It highlights the negative consequences of not acting now
C)  It is tricky to incorporate into a close
D)  More emphasis is given on relationship building now than before
E)  It ends up putting off buyers to make a purchase

Question 12

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

Accepted Answer

The answer of List the three basic steps in using...

Question 13

According to the textbook, what is a recommended time for a salesperson to stay quiet after asking for an order?

Accepted Answer

A)  5 seconds
B)  10 seconds
C)  15 seconds
D)  20 seconds
E)  30 seconds

Question 14

A salesperson who is well prepared will often find that the closing occurs on its own even without the use of the 12 keys to a successful close.

Accepted Answer

A) True 
 B)False

Question 15

The most popular way to close a sales call involves a summary-of-benefits that interested the prospect.

Accepted Answer

A) True 
 B)False

Question 16

If the sales presentation is well done; prospect centric, includes strong two-way communication, and trial closes have been done after each objection then, the closing portion of the presentation should be easy.

Accepted Answer

A) True 
 B)False

Question 17

Sadio just attempted a trial close and received negative feedback from his client.Which of the following should be Sadio's next logical step?

Accepted Answer

A)  Since the feedback is negative, Sadio should move the presentation forward to the close stage
B)  Since the feedback is negative, Sadio should move the presentation forward to another trial close stage
C)  Since the feedback is negative, Sadio should move the presentation forward to determine objections stage
D)  Since the feedback is negative, Sadio should move back to the presentation stage
E)  Since the feedback is negative, Sadio should move the presentation.back to the approach stage

Question 18

Which of the following closing techniques is NOT used in specific (as opposed to common) situations?

Accepted Answer

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

Question 19

Which of the following would NOT improve a salesperson's sales performance?

Accepted Answer

A)  ask questions to gather information
B)  recognize how the benefits of the product satisfy the customer's need(s) 
C)  establish a balanced dialogue with customers
D)  use a benefit summary and action plan requiring commitment when closing
E)  use the same closing method for every customer

Question 20

Duarte returned to head office and was very proud of a recent deal.He managed to convince a prospect to pay full price for a product, knowing that he could have discounted the price marginally for this long-term customer.He said the following to his manager; "I won, he lost!" How would you describe Duarte's behaviour?

Accepted Answer

A)  Aggressive
B)  Empathetic
C)  Sympathetic
D)  Assertive
E)  Self-confident

Exam 11: Closing the Beginning of a New Relationship

The textbook introduces ten different closing techniques a salesperson may use.Of these, the best technique is the summary-of-benefits technique.

In order for a trial close to be effective, it has to be generic.

An example of a strong buying signal is when the prospect begins to carefully examine the product and starts to ask questions.

The 2^nd L in the SELL sequence deals with looking out for opportunities to cross-sell other products or services.

The textbook identifies twelve so called "keys to a successful close." Identify six of those twelve keys and provide two rationales for using them.

The textbook offers several great tips on how to close more consistently.Which of the following tips is NOT referenced in the textbook?

One of your most inexperienced colleagues is having problems closing deals.She asks for your advice given your reputation as a "closer." Which of the following is NOT an advice you would provide her?

Which of the following describes a good time to use a trial close?

A salesperson says to her prospect, "I would like to show you how our product will help you be successful." What is the salesperson doing?

Kim just attempted a trial close and received positive feedback from her client.Which of following should be Kim's next logical step?

Which of the following is the main reason why the ultimatum close is not used as often anymore as it was in the past?

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

According to the textbook, what is a recommended time for a salesperson to stay quiet after asking for an order?

A salesperson who is well prepared will often find that the closing occurs on its own even without the use of the 12 keys to a successful close.

The most popular way to close a sales call involves a summary-of-benefits that interested the prospect.

If the sales presentation is well done; prospect centric, includes strong two-way communication, and trial closes have been done after each objection then, the closing portion of the presentation should be easy.

Sadio just attempted a trial close and received negative feedback from his client.Which of the following should be Sadio's next logical step?

Which of the following closing techniques is NOT used in specific (as opposed to common) situations?

Which of the following would NOT improve a salesperson's sales performance?