Question 1

Regretfully,Mathew was not successful when he asked the customer to sign up for his company's cable TV package.What should Mathew do when faced with this scenario?

Accepted Answer

A)  Stay professional 
B)  Stay cheerful 
C)  Ask for referrals 
D)  Thank the prospect for their time 
E)  All of these choices are correct

Question 2

Often the close of the sale comes after the presentation.

Accepted Answer

A) True 
 B)False

Question 3

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)  double-yes 
B)  forestalling 
C)  minor-points 
D)  assumptive 
E)  T-account

Question 4

To a degree,the minor-points close is similar to the alternative-choice close.

Accepted Answer

A) True 
 B)False

Question 5

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 6

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 7

The textbook offers several great tips on how to close more consistently.Which of the following tips are 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)  all of these choices are correct

Question 8

The textbook recommends a minimum number of times a salesperson should attempt to close "before you count yourself out of the sale." What is that minimum number?

Accepted Answer

A)  one 
B)  two 
C)  three 
D)  four 
E)  dependent on the situation and the prospect

Question 9

When talking to a young man buying his first new car,the salesperson said,"I'm not sure we have a CD player to fit your car.Would you want it if we have it in stock?" What closing technique is the salesperson using?

Accepted Answer

A)  probability 
B)  urgency 
C)  minor-points 
D)  assumptive 
E)  balance sheet

Question 10

What particular closing technique is based on the process people use to make decisions?

Accepted Answer

A)  minor points 
B)  T-account 
C)  negotiation 
D)  forestalling 
E)  compliment

Question 11

Which of these conditions are perfect opportunities to use a trial close?

Accepted Answer

A)  after an important FAB is described 
B)  after successfully addressing an objection 
C)  immediately after mentioning an important product feature 
D)  when the salesperson requires some element of feedback from the prospect 
E)  all of these choices are correct

Question 12

While working with a customer at your weekend job at a plant nursery,you notice he is closely examining a garden cart,closely measuring the dimensions of the cart and contents.What is this customer indicating to the salesperson?

Accepted Answer

A)  he is prospecting 
B)  he would prefer to be left alone 
C)  you are receiving a buying signal 
D)  it's a good time to attempt a boomerang close 
E)  none of these choices are correct

Question 13

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 14

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.What are potential areas 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)  all of these choices are correct

Question 15

Angelo is trying to sell hand tools to a prospect who is not only a self-styled do-it-yourself expert,but who is also in a bad mood today.What closing technique would you suggest be used in this scenario?

Accepted Answer

A)  summary-of-benefits 
B)  alternative-choice 
C)  minor-points 
D)  compliment 
E)  standing-room-only

Question 16

Because the buying situation is dynamic,salespeople cannot preplan the close to use with a particular prospect.

Accepted Answer

A) True 
 B)False

Question 17

Most sales negotiations focus on what two major themes?

Accepted Answer

A)  price and value 
B)  delivery and invoice terms 
C)  quality and delivery 
D)  price and delivery 
E)  availability and quality

Question 18

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

Accepted Answer

A) True 
 B)False

Question 19

Julie notices her prospect is having a hard time deciding whether to lease a new car.To help the prospect decide,Julie asks the prospect to make two lists: one list for the pros of leasing and the other list for the cons of leasing.What specific closing technique is Julie using with her prospect?

Accepted Answer

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

Question 20

In which stage of the sales process do most experienced salespersons close the deal?

Accepted Answer

A)  immediately after the presentation 
B)  directly after the follow-up 
C)  during the pre-approach 
D)  directly after the pre-approach 
E)  after buying signals have been erased

Exam 11: Closing the Beginning of a New Relationship

Regretfully,Mathew was not successful when he asked the customer to sign up for his company's cable TV package.What should Mathew do when faced with this scenario?

Often the close of the sale comes after the presentation.

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?

To a degree,the minor-points close is similar to the alternative-choice close.

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

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

The textbook offers several great tips on how to close more consistently.Which of the following tips are referenced in the textbook?

The textbook recommends a minimum number of times a salesperson should attempt to close "before you count yourself out of the sale." What is that minimum number?

When talking to a young man buying his first new car,the salesperson said,"I'm not sure we have a CD player to fit your car.Would you want it if we have it in stock?" What closing technique is the salesperson using?

What particular closing technique is based on the process people use to make decisions?

Which of these conditions are perfect opportunities to use a trial close?

While working with a customer at your weekend job at a plant nursery,you notice he is closely examining a garden cart,closely measuring the dimensions of the cart and contents.What is this customer indicating to the salesperson?

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

Angelo is trying to sell hand tools to a prospect who is not only a self-styled do-it-yourself expert,but who is also in a bad mood today.What closing technique would you suggest be used in this scenario?

Because the buying situation is dynamic,salespeople cannot preplan the close to use with a particular prospect.

Most sales negotiations focus on what two major themes?

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

Julie notices her prospect is having a hard time deciding whether to lease a new car.To help the prospect decide,Julie asks the prospect to make two lists: one list for the pros of leasing and the other list for the cons of leasing.What specific closing technique is Julie using with her prospect?

In which stage of the sales process do most experienced salespersons close the deal?