Exam 12: Closing Begins the Relationship

Jack Gangi sells ad space for companies that wish to advertise on buses. As he is selling ad space to a local art gallery owner, he closes by saying, "Since you know so much more about color and design than I do, I can learn a lot working with you developing this ad." This is an example of a(n) ________ close.

(Multiple Choice)

4.9/5

(77)

Question 141

Which technique would be most effective for a customer who really wants a good deal on a new boat?

(Multiple Choice)

4.7/5

(76)

Question 142

How can today's salespeople integrate technology into the close?

(Essay)

4.9/5

(85)

Question 143

Which of the following is true about a trial close?

(Multiple Choice)

4.8/5

(75)

Question 144

Research shows that the summary of benefits close is the most powerful way to close a sales call.

(True/False)

4.8/5

(96)

Question 145

Which of the following does NOT hold true of the minor-points close?

(Multiple Choice)

4.8/5

(72)

Question 146

Which statement is correct regarding, the Question close

(Multiple Choice)

4.9/5

(84)

Question 147

Most sales negotiations focus on two major themes. They are:

(Multiple Choice)

4.9/5

(77)

Question 148

The salesperson says, "Would you be willing to accept a limited 2-year warranty that only covers parts and not labor?" This is likely to be a ________ close.

(Multiple Choice)

4.8/5

(77)

Question 149

Cassandra works for a manufacturer of cedar closet systems. As she negotiates with a buyer for Home Depot, Cassandra says, "The recent drought in Maine may seriously limit our ability to meet your needs for cedar products in the future." Cassandra is using a(n) ________ close.

(Multiple Choice)

4.8/5

(80)

Question 150

Which of the following is NOT an example of a buying signal?

(Multiple Choice)

4.8/5

(76)

Question 151

You are selling to a self-styled expert who is in a bad mood. According to your text, the ________ close is very effective.

(Multiple Choice)

4.8/5

(85)

Question 152

Buying signals are clues that the prospect is in either the desire or interest stage of the mental buying process.

(True/False)

4.8/5

(83)

Question 153

The ________ close requires the salesperson to ask the prospect a series of benefit questions.

(Multiple Choice)

4.9/5

(80)

Question 154

According to the text, if a compliment close is inappropriate a salesperson should use the ________ close instead.

(Multiple Choice)

4.9/5

(75)

Question 155

The salesperson was selling the couple a garden tub for their new bathroom. He said, "The water jets, large capacity, and marble finish are wonderful features, wouldn't you agree?" When this first close failed, he asked, "Will you want to use clear or white caulk to install your new tub?" The couple did not answer this question. The salesperson then began making a two-column list with reasons for and against buying. The salesperson used a:

(Multiple Choice)

4.8/5

(75)

Question 156

Which of the following statements about the alternative-choice close is true?

(Multiple Choice)

4.9/5

(76)

Question 157

The complimentary close is LEAST effective when the prospect is:

(Multiple Choice)

4.9/5

(85)

Question 158

Showing 141 - 158 of 158

Which technique would be most effective for a customer who really wants a good deal on a new boat?

How can today's salespeople integrate technology into the close?

Which of the following is true about a trial close?

Research shows that the summary of benefits close is the most powerful way to close a sales call.

Which of the following does NOT hold true of the minor-points close?

Which statement is correct regarding, the Question close

Most sales negotiations focus on two major themes. They are:

The salesperson says, "Would you be willing to accept a limited 2-year warranty that only covers parts and not labor?" This is likely to be a ________ close.

Cassandra works for a manufacturer of cedar closet systems. As she negotiates with a buyer for Home Depot, Cassandra says, "The recent drought in Maine may seriously limit our ability to meet your needs for cedar products in the future." Cassandra is using a(n) ________ close.

Which of the following is NOT an example of a buying signal?

You are selling to a self-styled expert who is in a bad mood. According to your text, the ________ close is very effective.

Buying signals are clues that the prospect is in either the desire or interest stage of the mental buying process.

The ________ close requires the salesperson to ask the prospect a series of benefit questions.

According to the text, if a compliment close is inappropriate a salesperson should use the ________ close instead.

Which of the following statements about the alternative-choice close is true?

The complimentary close is LEAST effective when the prospect is:

The Life, Times, and Career of the Professional Salesperson

Ethics First -Then Customer Relationships

The Psychology of Selling: Why People Buy

Communication for Relationship Building: Its Not All Talk

Sales Knowledge: Customers, Products, Technologies

Prospectingthe Lifeblood of Selling

Planning the Sales Call Is a Must

Carefully Select Which Sales Presentation Method to Use

Begin Your Presentation Strategically

Elements of a Great Sales Presentation

Welcome Your Prospects Objections

Service and Follow-Up for Customer Retention

Time, Territory, and Self-Management: Keys to Success

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