Question 1

Orla inputs all the data she gathered from her client during her presentation into her company's software.After the analysis, Orla shows the charts generated by the software detailing her client's purchase history.Based on this information, Orla notifies her client that by making a purchase this month, her client will save one-third of the expenses.After this statement, she goes on to suggest a purchase order based on the software's recommendation and then she stays quiet.Which one of the following tools is Orla using to close the deal?

Accepted Answer

A) Needs analysis to close 
B) Visual aid to close 
C) Recommendation to close 
D) Add-on to close 
E) SELL sequence to close

Question 2

If a salesperson is having difficulty closing, it is because he/she is predetermining that the prospect will end up buying the product.

Accepted Answer

A) True 
 B)False

Question 3

How should a salesperson close out a successful sale?

Accepted Answer

The answer of How should a salesperson close out a...

Question 4

A salesperson should always be on the lookout for buying signals when making a sales presentation.

Accepted Answer

A) True 
 B)False

Question 5

Which of the following is NOT be a true statement associated with the "summary of benefits" closing technique?

Accepted Answer

A) should end with you making a proposal 
B) possibly the most popular closing technique 
C) should be used when you need a straightforward close 
D) use the presentation to determine benefits the prospect is interested in before using this technique 
E) summarize the benefits of the product or service before you determine the key benefits the prospect is looking for

Question 6

Which of the following statement about the first L in the SELL sequence is correct?

Accepted Answer

A) list the features 
B) let the customer talk 
C) lead into the benefits 
D) listen carefully 
E) lead into costs

Question 7

There are many factors to consider when closing sales if you want to be more effective.Which of the following is NOT one of the factors suggested in the textbook?

Accepted Answer

A) make sure your prospect understands by providing full disclosure 
B) stop the sales process after you are told NO by the prospect - you do not want to come across as being rude 
C) usually, trial closes should happen before the salesperson closes the sale 
D) make sure you set high goals for yourself 
E) what you do and how you do it should always consider the perspective of the prospect

Question 8

Arthur is a sales trainer.One of the salespeople Arthur works with named Regina finds the close is the hardest part of the sales presentation.Arthur knows that to help Regina he has to determine why she finds closing so hard.Which of the following is NOT a potential area Arthur should explore about Regina's challenges with closing?

Accepted Answer

A) has a mental block caused by a previous failure to make a sale 
B) is using a poorly prepared presentation 
C) lacks confidence that she can close 
D) decides on her own that the prospect will not want the product 
E) the types of closing methods being used

Question 9

Salespersons should learn to recognize and deal with negative customer attitudes when they arise.

Accepted Answer

A) True 
 B)False

Question 10

Discuss the differences between the minor-points close and the alternative-choice close.

Accepted Answer

The answer of Discuss the differences between the minor-points close...

Question 11

To become a truly professional salesperson, you must be able to close under fire.What does the expression "close under fire" mean to a salesperson?

Accepted Answer

A) ignore the prospect's objections and ask for the order anyway 
B) shift the burden of proof to the prospect 
C) deal with interruptions and "keep on selling" 
D) ask for the order even when the prospect is in a bad mood 
E) ask the prospect to increase his or her order even when the prospect doesn't need additional products

Question 12

Which of the following is NOT a question which will allow a salesperson to test his/her assertiveness?

Accepted Answer

A) Do you readily accept criticisms and objections? 
B) Do you have confidence in your own judgement and recommendations? 
C) Do you express your thoughts, feelings, and beliefs in an indirect way? 
D) Are you able to refuse unreasonable requests made by buyers? 
E) If someone else has a better solution, do you accept it easily?

Question 13

Trial closes can be both verbal and nonverbal.

Accepted Answer

A) True 
 B)False

Question 14

Which of the following statements about the key to successful closing is true yet counterintuitive?

Accepted Answer

A) Preparation is key to successfully closing a deal. 
B) Confirming objections are fully addressed, is key to success. 
C) Closing the deal is often the easiest part of the process. 
D) Being optimistic is key to success. 
E) Meaningful and targeted presentations are keys to success.

Question 15

The guideline for cross-selling stated in the textbook emphasizes that the value of the add-on sale should not increase the value of the overall order by more than:

Accepted Answer

A) 10% 
B) 15% 
C) 20% 
D) 25% 
E) 30%

Question 16

Even though the prospect had not yet agreed to buy, the salesperson said, "I'll make sure the carpeting is delivered to your house on Saturday." Which of the following terms best describes this statement?

Accepted Answer

A) urgency 
B) alternative-choice 
C) minor-points 
D) assumptive 
E) negotiation

Question 17

Define cross-selling and why is it such powerful technique.

Accepted Answer

The answer of Define cross-selling and why is it such...

Question 18

Even though Bob and Marie had not placed their order, the salesperson asked, "Would you prefer delivery of this shower enclosure Thursday or Saturday?" Which of these terms best describes this closing technique?

Accepted Answer

A) urgency 
B) alternative-choice 
C) minor-points 
D) assumptive 
E) T-account

Question 19

Whether the salesperson provides a verbal or a nonverbal trial close, in both cases the trial close will highlight the prospect's:

Accepted Answer

A) Mood 
B) Objection 
C) Feedback 
D) Relationship 
E) Black box

Question 20

After a strong sales presentation, Luis asks the prospect to commit to order 200 smart phones? What should Luis do next?

Accepted Answer

A) keep pumping them with FABs 
B) keep quiet until he gets a response 
C) begin to negotiate terms 
D) pull out the order form 
E) start putting away his sales material

Exam 11: Closing the Beginning of a New Relationship

If a salesperson is having difficulty closing, it is because he/she is predetermining that the prospect will end up buying the product.

How should a salesperson close out a successful sale?

A salesperson should always be on the lookout for buying signals when making a sales presentation.

Which of the following is NOT be a true statement associated with the "summary of benefits" closing technique?

Which of the following statement about the first L in the SELL sequence is correct?

There are many factors to consider when closing sales if you want to be more effective.Which of the following is NOT one of the factors suggested in the textbook?

Salespersons should learn to recognize and deal with negative customer attitudes when they arise.

Discuss the differences between the minor-points close and the alternative-choice close.

To become a truly professional salesperson, you must be able to close under fire.What does the expression "close under fire" mean to a salesperson?

Which of the following is NOT a question which will allow a salesperson to test his/her assertiveness?

Trial closes can be both verbal and nonverbal.

Which of the following statements about the key to successful closing is true yet counterintuitive?

The guideline for cross-selling stated in the textbook emphasizes that the value of the add-on sale should not increase the value of the overall order by more than:

Even though the prospect had not yet agreed to buy, the salesperson said, "I'll make sure the carpeting is delivered to your house on Saturday." Which of the following terms best describes this statement?

Define cross-selling and why is it such powerful technique.

Even though Bob and Marie had not placed their order, the salesperson asked, "Would you prefer delivery of this shower enclosure Thursday or Saturday?" Which of these terms best describes this closing technique?

Whether the salesperson provides a verbal or a nonverbal trial close, in both cases the trial close will highlight the prospect's:

After a strong sales presentation, Luis asks the prospect to commit to order 200 smart phones? What should Luis do next?