Question 1

Closing is the process of helping people make a decision that will benefit them.

Accepted Answer

A) True 
 B)False

Question 2

Marjorie has just answered a question about her product's limited warranty.Which of the following statements would deal best with any other underlying objections?

Accepted Answer

A)  "Now that we have addressed the warranty issue to your satisfaction, is there anything else that would prevent you from moving forward with an order?" 
B)  "Now that I have addressed your question, let me tell you about some of the great features of this product!" 
C)  "Now that I have addressed your question - let me tell you about our low prices." 
D)  "Now that I have addressed your question, let me tell you about some of the products' benefits." 
E)  All of these choices are correct

Question 3

Peter,a prospect tells the salesperson the following; "Perfect,I will take 250 computers at $500.00 each to be delivered next week." Generally speaking,the salesperson should now begin to re-tell Peter why this purchase will work out well for him.

Accepted Answer

A) True 
 B)False

Question 4

"If we find a way to eliminate the need for a backup system and guarantee 100% system availability,would such an arrangement work for you?" In this example,the salesperson is using the negotiation close technique.

Accepted Answer

A) True 
 B)False

Question 5

The trial close is synonymous with needs-analysis.They are both designed to uncover buyer needs.

Accepted Answer

A) True 
 B)False

Question 6

A salesperson uses the following statement in trying to close a deal: "I am prepared to give you a 15% discount if you agree to increase the order size by 15%-both of us win in this situation.You secure a lower price,and we receive a larger order.How does that sound?" What closing technique is being effectively used here by the salesperson?

Accepted Answer

A)  assumptive 
B)  T-account 
C)  negotiation close 
D)  minor-points 
E)  counterbalance

Question 7

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)  compliment 
B)  alternative-choice 
C)  minor-points 
D)  assumptive 
E)  standing-room-only

Question 8

If the salesperson finds his prospect is in a bad or hostile mood,it is usually a good idea to avoid trying to close.

Accepted Answer

A) True 
 B)False

Question 9

What process involves the showing of a product feature,explaining the advantage,leading into a benefit,and then letting the customer talk by asking a question?

Accepted Answer

A)  selling process 
B)  salesperson's attitude 
C)  unprofessional presentation 
D)  SELL sequence 
E)  trial close

Question 10

Which of the following describes a common mistake that prevents a salesperson from making a successful sales call?

Accepted Answer

A)  Salesperson expects the prospect to take an active role in the presentation. 
B)  Salesperson responds to customer needs with benefits. 
C)  Salesperson doesn't recognize when or how to close. 
D)  Salesperson asks too many closed-ended questions. 
E)  Salesperson is able to recognize and handle negative buying signals.

Question 11

One of the biggest gripes purchasing agents have is that salespeople take it personally when they don't get the order.

Accepted Answer

A) True 
 B)False

Question 12

According to the textbook,which of the following statements about the business proposition and closing is FALSE?

Accepted Answer

A)  try to delay as much as possible having to handle negative customer attitude 
B)  establish two-way communication between you and the prospect 
C)  recognize how your product can satisfy a prospect's real need 
D)  use a benefit statement when closing 
E)  commitment from the customer must illicit some action plan on the part of the prospect

Question 13

The textbook identifies 12 keys to a successful close.One of those critical steps is to use a trial close after overcoming each objection.

Accepted Answer

A) True 
 B)False

Question 14

As the salesperson hands Kent the sunglasses,he asks,"You like the fit,the colour,and how these glasses darken,right?" What classical closing technique is the salesperson using?

Accepted Answer

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

Question 15

The compliment close is effective when you talk to prospects who are self-styled experts.

Accepted Answer

A) True 
 B)False

Question 16

The prospect begins to review the purchase contract and starts to ask detailed questions about the product's warranty and how long will it take for the product to be delivered.What should the salesperson do next?

Accepted Answer

A)  Don't ask for the order yet, go back to your FABs 
B)  Ask for the order now! 
C)  Answer the questions and ask for the business 
D)  Answer the questions and continue with your planned sales presentation 
E)  All of these choices are correct.

Question 17

What is the main purpose of using trial closes during a sales presentation?

Accepted Answer

A)  to get the prospects commitment to buy 
B)  to put some pressure on the prospect 
C)  to persuade the prospect to buy 
D)  to obtain feedback on the salesperson's offering 
E)  none of these choices are correct

Question 18

Trial closes should be vague so the prospect does not feel pressurized.

Accepted Answer

A) True 
 B)False

Question 19

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

Question 20

Why do salespeople have such difficulty closing the sale?

Accepted Answer

The answer of Why do salespeople have such difficulty closing...

Exam 11: Closing the Beginning of a New Relationship

Closing is the process of helping people make a decision that will benefit them.

Marjorie has just answered a question about her product's limited warranty.Which of the following statements would deal best with any other underlying objections?

Peter,a prospect tells the salesperson the following; "Perfect,I will take 250 computers at $500.00 each to be delivered next week." Generally speaking,the salesperson should now begin to re-tell Peter why this purchase will work out well for him.

"If we find a way to eliminate the need for a backup system and guarantee 100% system availability,would such an arrangement work for you?" In this example,the salesperson is using the negotiation close technique.

The trial close is synonymous with needs-analysis.They are both designed to uncover buyer needs.

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?

If the salesperson finds his prospect is in a bad or hostile mood,it is usually a good idea to avoid trying to close.

What process involves the showing of a product feature,explaining the advantage,leading into a benefit,and then letting the customer talk by asking a question?

Which of the following describes a common mistake that prevents a salesperson from making a successful sales call?

One of the biggest gripes purchasing agents have is that salespeople take it personally when they don't get the order.

According to the textbook,which of the following statements about the business proposition and closing is FALSE?

The textbook identifies 12 keys to a successful close.One of those critical steps is to use a trial close after overcoming each objection.

As the salesperson hands Kent the sunglasses,he asks,"You like the fit,the colour,and how these glasses darken,right?" What classical closing technique is the salesperson using?

The compliment close is effective when you talk to prospects who are self-styled experts.

The prospect begins to review the purchase contract and starts to ask detailed questions about the product's warranty and how long will it take for the product to be delivered.What should the salesperson do next?

What is the main purpose of using trial closes during a sales presentation?

Trial closes should be vague so the prospect does not feel pressurized.

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

Why do salespeople have such difficulty closing the sale?