Question 1

When attempting to close,the salesperson should focus on:

Accepted Answer

A) competitors' product features. 
B) competitors' product benefits. 
C) customer's dominant buying motives. 
D) product features. 
E) product benefits. 
A) competitors' product features. 
B) competitors' product benefits. 
C) customer's dominant buying motives. 
D) product features. 
E) product benefits.

Question 2

A __________ is any positive statement regarding your product or some factor related to the sale,such as credit terms or delivery date.

Accepted Answer

The answer of A __________ is any positive statement regarding...

Question 3

A salesperson who says,"As I described earlier,we have two financing methods available; which of them do you prefer?" is using which of the following closing methods?

Accepted Answer

A) direct appeal close 
B) negotiate the single problem 
C) special concession 
D) hat-in-the-hand close 
E) multiple options close 
A) direct appeal close 
B) negotiate the single problem 
C) special concession 
D) hat-in-the-hand close 
E) multiple options close

Question 4

Which type of closing techniques is the salesperson using when she says,"If you will sign the order today,I will guarantee delivery within five days."

Accepted Answer

A) assumption 
B) foot-in-the-door 
C) limited choice 
D) direct appeal 
E) hat-in-the-hand 
A) assumption 
B) foot-in-the-door 
C) limited choice 
D) direct appeal 
E) hat-in-the-hand

Question 5

When the sales cycle is long and requires multi-call sales presentations,the salesperson should use the __________ approach to close the sale.

Accepted Answer

A) value commitment 
B) customer commitment 
C) incremental commitment 
D) escalating commitment 
E) total commitment 
A) value commitment 
B) customer commitment 
C) incremental commitment 
D) escalating commitment 
E) total commitment

Question 6

The __________ close offers the buyer something extra for acting immediately.

Accepted Answer

The answer of The __________ close offers the buyer something...

Question 7

Even if the customer says "no" to your request for an order,it is proper to reopen the presentation if you recall an important point.

Accepted Answer

A) True 
 B)False

Question 8

The close which should be used with care because it could make the buyer skeptical about the true value of the product is the:

Accepted Answer

A) balance sheet close. 
B) limited choice close. 
C) special concession close. 
D) multiple option close. 
E) incremental commitment close. 
A) balance sheet close. 
B) limited choice close. 
C) special concession close. 
D) multiple option close. 
E) incremental commitment close.

Question 9

A special concession close may be viewed with skepticism by some customers.

Accepted Answer

A) True 
 B)False

Question 10

When a buyer wonders whether she/he has made the right decision,it is called:

Accepted Answer

A) buying anxiety disorder. 
B) noncommittal response. 
C) low involvement behavior. 
D) buyer's remorse. 
E) cognitive doubt. 
A) buying anxiety disorder. 
B) noncommittal response. 
C) low involvement behavior. 
D) buyer's remorse. 
E) cognitive doubt.

Question 11

Explain why a customer's communication style should be considered when approaching the close.

Accepted Answer

Directives: like doing business with sal

Question 12

When a customer says he wants to look at the competitor's products,a salesperson should:

Accepted Answer

A) discourage the customer from looking at competitor's products by emphasizing his product's superiority. 
B) use a special-concession close. 
C) put down the competitor's product. 
D) do everything possible to help the customer make an intelligent buying decision. 
E) give a price discount. 
A) discourage the customer from looking at competitor's products by emphasizing his product's superiority. 
B) use a special-concession close. 
C) put down the competitor's product. 
D) do everything possible to help the customer make an intelligent buying decision. 
E) give a price discount.

Question 13

Some of the most productive salespeople ask for the order as many as five times.

Accepted Answer

A) True 
 B)False

Question 14

The summary-of-benefits close should be used:

Accepted Answer

A) after you have recognized some verbal closing clues. 
B) after you have overcome a time objection. 
C) after you have overcome a price objection. 
D) after you have reassured the buyer who has experienced cognitive dissonance. 
E) after a good demonstration. 
A) after you have recognized some verbal closing clues. 
B) after you have overcome a time objection. 
C) after you have overcome a price objection. 
D) after you have reassured the buyer who has experienced cognitive dissonance. 
E) after a good demonstration.

Question 15

Rothesay makes a closing attempt at an opportune time during the sales presentation to encourage the customer to reveal readiness or willingness to buy.He is using:

Accepted Answer

A) a balance sheet close. 
B) special concession close. 
C) a minor point close. 
D) direct appeal close. 
E) a trial close. 
A) a balance sheet close. 
B) special concession close. 
C) a minor point close. 
D) direct appeal close. 
E) a trial close.

Question 16

The close which can help a salesperson gauge a buyer's attitude towards the actual purchase is a:

Accepted Answer

A) special concession close. 
B) summary of benefits close. 
C) management close. 
D) trial close. 
E) assumption close. 
A) special concession close. 
B) summary of benefits close. 
C) management close. 
D) trial close. 
E) assumption close.

Question 17

Another name for the impending event close is:

Accepted Answer

A) the management close. 
B) the imminent close. 
C) the positive/negative technique. 
D) the assumption close. 
E) the balance-sheet close. 
A) the management close. 
B) the imminent close. 
C) the positive/negative technique. 
D) the assumption close. 
E) the balance-sheet close.

Question 18

The prospect nodding in agreement after you have demonstrated an item would be a good time to close.

Accepted Answer

A) True 
 B)False

Question 19

A salesperson who has superior _________ is better able to sense closing cues of the buyer.

Accepted Answer

A) interpersonal skills 
B) IQ 
C) communication skills 
D) education 
E) emotional intelligence 
A) interpersonal skills 
B) IQ 
C) communication skills 
D) education 
E) emotional intelligence

Question 20

A close which involves bringing the senior management to the sales presentation is called a management close.

Accepted Answer

A) True 
 B)False

When attempting to close,the salesperson should focus on:

A __________ is any positive statement regarding your product or some factor related to the sale,such as credit terms or delivery date.

A salesperson who says,"As I described earlier,we have two financing methods available; which of them do you prefer?" is using which of the following closing methods?

Which type of closing techniques is the salesperson using when she says,"If you will sign the order today,I will guarantee delivery within five days."

When the sales cycle is long and requires multi-call sales presentations,the salesperson should use the __________ approach to close the sale.

The __________ close offers the buyer something extra for acting immediately.

Even if the customer says "no" to your request for an order,it is proper to reopen the presentation if you recall an important point.

The close which should be used with care because it could make the buyer skeptical about the true value of the product is the:

A special concession close may be viewed with skepticism by some customers.

When a buyer wonders whether she/he has made the right decision,it is called:

Explain why a customer's communication style should be considered when approaching the close.

When a customer says he wants to look at the competitor's products,a salesperson should:

Some of the most productive salespeople ask for the order as many as five times.

The summary-of-benefits close should be used:

Rothesay makes a closing attempt at an opportune time during the sales presentation to encourage the customer to reveal readiness or willingness to buy.He is using:

The close which can help a salesperson gauge a buyer's attitude towards the actual purchase is a:

Another name for the impending event close is:

The prospect nodding in agreement after you have demonstrated an item would be a good time to close.

A salesperson who has superior _________ is better able to sense closing cues of the buyer.

A close which involves bringing the senior management to the sales presentation is called a management close.

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Complement the Marketing Concept

Creating Value With a Relationship Strategy

Communication Styles: a Key to Adaptive Selling Today

Ethics: the Foundation for Relationships in Selling

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behaviour

Developing and Qualifying a Prospect Base

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

When attempting to close,the salesperson should focus on:

A __________ is any positive statement regarding your product or some factor related to the sale,such as credit terms or delivery date.

A salesperson who says,"As I described earlier,we have two financing methods available; which of them do you prefer?" is using which of the following closing methods?

Which type of closing techniques is the salesperson using when she says,"If you will sign the order today,I will guarantee delivery within five days."

When the sales cycle is long and requires multi-call sales presentations,the salesperson should use the __________ approach to close the sale.

The __________ close offers the buyer something extra for acting immediately.

Even if the customer says "no" to your request for an order,it is proper to reopen the presentation if you recall an important point.

The close which should be used with care because it could make the buyer skeptical about the true value of the product is the:

A special concession close may be viewed with skepticism by some customers.

When a buyer wonders whether she/he has made the right decision,it is called:

Explain why a customer's communication style should be considered when approaching the close.

When a customer says he wants to look at the competitor's products,a salesperson should:

Some of the most productive salespeople ask for the order as many as five times.

The summary-of-benefits close should be used:

Rothesay makes a closing attempt at an opportune time during the sales presentation to encourage the customer to reveal readiness or willingness to buy.He is using:

The close which can help a salesperson gauge a buyer's attitude towards the actual purchase is a:

Another name for the impending event close is:

The prospect nodding in agreement after you have demonstrated an item would be a good time to close.

A salesperson who has superior _________ is better able to sense closing cues of the buyer.

A close which involves bringing the senior management to the sales presentation is called a management close.

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Complement the Marketing Concept

Creating Value With a Relationship Strategy

Communication Styles: a Key to Adaptive Selling Today

Ethics: the Foundation for Relationships in Selling

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behaviour

Developing and Qualifying a Prospect Base

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