Exam 12: Closing Begins the Relationship

Which of the following rules is NOT included on the text's list of twelve keys to successful closing?

Like the alternative-choice close, the ________ close asks the prospect to select between two options.

As Warren walked into his customer's office, he sensed the customer was in a bad mood. Therefore, Warren told his customer, "I realize your degree in chemistry makes you the expert on insecticides, but I suggest that you try my company's new line of organic insecticides. Other dealers have had great success with this line and I know that this product would provide your store, which is so well run, with a greater profit margin also." What type of a close was Warren using?

Even though the prospect had not yet agreed to buy, the salesperson said, "I'll make sure the dishwasher is delivered to your house on Saturday." This statement is an example of the ________ close.

When after all of your best efforts you are still unable to close the sale, act professionally and do not take the refusal personally.

To become a successful professional salesperson, you should do all of the following EXCEPT:

According to the text, the close should be considered a separate and distinct component of the sales call.

While closing, the salesperson said, "Why don't we compromise? I can give you a one-year parts and labor warranty on our vacuum-laminating machine if you withdraw your demand for a cash discount." What kind of close is the salesperson using?

As a general rule, you, as a salesperson, after receiving an order should leave the customer's office as soon as possible to avoid talking yourself out of the order. According to the text, it is not necessary for you to follow this rule if:

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

A wholesale distributor of cleaning products is thinking about buying 200 more cases of a floor cleaning compound than she normally does. Nilan, a senior salesperson, has convinced the distributor to buy 300 extra cases by showing him the various payment schedules offered by his company and some other visuals of the products in his laptop computer. This is an example of which of the following closes?

Assume that a salesperson asks a prospect to buy, and surprisingly, the prospect agrees. What should the salesperson do now?

Explain question close. When can this be used?

A salesperson should try to close a sale at least ________ time(s).

The salesperson was selling the couple a garden tub with water jets for their new bathroom. He said, "You'll be the envy of all your friends with this great tub. It will be the pièce de résistance in your new bath." When his first close failed, he asked, "Will you want to use clear or white caulk to install your new tub?" What type of close did the salesperson use the second time?

"Would you prefer the freezer be on the top or bottom of the refrigerator?" This is an example of a(n) ________ close.

The direct close is suitable for situation when a salesperson does NOT feel confident that the customer will surely say yes to her offerings.

Using too many closed-end questions can result in an unsuccessful sales call.

Miles sells greenhouse equipment. When meeting with Ralf 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?

"Will you need one box of nails or two to go with those roofing shingles?" is an example of an alternative-choice close.