Question 1

Michael LeBoeuf,author of How to Win Customers and Keep Them for Life,says that a surprising number of yes responses occur:

Accepted Answer

A)  during the first trial close 
B)  on the fourth or fifth closing attempt 
C)  during the approach stage of the sales process 
D)  after the salesperson asks for the order twice 
E)  after the salesperson gives up the sale as lost 
A)  during the first trial close 
B)  on the fourth or fifth closing attempt 
C)  during the approach stage of the sales process 
D)  after the salesperson asks for the order twice 
E)  after the salesperson gives up the sale as lost

Question 2

When doing business in most of Latin America,your business card should be translated into Spanish.

Accepted Answer

A) True 
 B)False

Question 3

Ahmed ElShatif sells life and disability insurance to members of a large union in the Willamette Valley region. His company is the only approved insurance vendor for the union. Although he is not competing against other insurance agents, his prospects are not required to buy any insurance coverage at all. He spends an average of 20 minutes with each prospect, learning about their needs and explaining the various insurance products, and choosing the right combination for each prospect.
-When attempting to close a sale,Ahmed should most likely do all of the following EXCEPT:

Accepted Answer

A)  focus on a single point of greatest interest 
B)  recognize verbal and nonverbal closing clues 
C)  keep the prospect involved in the presentation 
D)  accommodate the buyer's communication style 
E)  reveal additional service and transaction fees 
A)  focus on a single point of greatest interest 
B)  recognize verbal and nonverbal closing clues 
C)  keep the prospect involved in the presentation 
D)  accommodate the buyer's communication style 
E)  reveal additional service and transaction fees

Question 4

Shane Chadwick is a sales representative for the Metropolitan Commuter Rail Service, selling ad space inside commuter rail train cars and stations. He has presented and negotiated to a representative from new church trying to attract members by advertising their philosophy and service times.
-When it is time for the church representative to sign the contract,Shane mentions that printing costs are not included in the price he quoted during the presentation.The church representative feels deliberately misled by Shane and finds that the printing costs put the ads over the church's budget.At what point should Shane have discussed the price breakdown?

Accepted Answer

A)  during the close 
B)  during the pre-approach 
C)  while building rapport 
D)  during the presentation 
E)  while servicing the sale 
A)  during the close 
B)  during the pre-approach 
C)  while building rapport 
D)  during the presentation 
E)  while servicing the sale

Question 5

As a general rule,a salesperson should ask for the sale no more than three times.

Accepted Answer

A) True 
 B)False

Question 6

A(n)________ is an indication,either verbal or nonverbal,that the prospect is preparing to make a buying decision.

Accepted Answer

The answer of A(n)________ is an indication,either verbal or nonverbal,that...

Question 7

Ahmed ElShatif sells life and disability insurance to members of a large union in the Willamette Valley region. His company is the only approved insurance vendor for the union. Although he is not competing against other insurance agents, his prospects are not required to buy any insurance coverage at all. He spends an average of 20 minutes with each prospect, learning about their needs and explaining the various insurance products, and choosing the right combination for each prospect.
-Even if a prospect who does not buy from Ahmed now,Ahmed should most likely:

Accepted Answer

A)  delete the prospect's record 
B)  mark the prospect's file "Sale Lost" 
C)  ask another sales representative at the firm to approach the prospect 
D)  call the prospect every week until the prospect buys the insurance 
E)  continue to make contact once a year with the prospect 
A)  delete the prospect's record 
B)  mark the prospect's file "Sale Lost" 
C)  ask another sales representative at the firm to approach the prospect 
D)  call the prospect every week until the prospect buys the insurance 
E)  continue to make contact once a year with the prospect

Michael LeBoeuf,author of How to Win Customers and Keep Them for Life,says that a surprising number of yes responses occur:

When doing business in most of Latin America,your business card should be translated into Spanish.

As a general rule,a salesperson should ask for the sale no more than three times.

A(n)________ is an indication,either verbal or nonverbal,that the prospect is preparing to make a buying decision.

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Compliment the Marketing Concept

Ethics: the Foundation for Partnering Relationships That Create Value

Creating Value With a Relationship Strategy

Communication Styles: a Key to Adaptive Selling Today

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behavior

Developing and Qualifying Prospects and Accounts

Approaching the Customer With Adaptive Selling

Determining Customer Needs With a Consultative Questioning Strategy

Creating Value With the Consultative Presentation

Negotiating Buyer Concerns

Servicing the Sale and Building the Partnership

Opportunity Management: the Key to Greater Sales Productivity

Management of the Sales Force

Filters

Exam 14: Adapting the Close and Confirming the Partnership

Michael LeBoeuf,author of How to Win Customers and Keep Them for Life,says that a surprising number of yes responses occur:

When doing business in most of Latin America,your business card should be translated into Spanish.

As a general rule,a salesperson should ask for the sale no more than three times.

A(n)________ is an indication,either verbal or nonverbal,that the prospect is preparing to make a buying decision.

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Compliment the Marketing Concept

Ethics: the Foundation for Partnering Relationships That Create Value

Creating Value With a Relationship Strategy

Communication Styles: a Key to Adaptive Selling Today

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behavior

Developing and Qualifying Prospects and Accounts

Approaching the Customer With Adaptive Selling

Determining Customer Needs With a Consultative Questioning Strategy

Creating Value With the Consultative Presentation

Negotiating Buyer Concerns

Servicing the Sale and Building the Partnership

Opportunity Management: the Key to Greater Sales Productivity

Management of the Sales Force

Filters