Question 1

When an attempt is made to close the sale before the prospect is ready to buy,it may be interpreted as "pressure" selling.

Accepted Answer

A) True 
 B)False

Question 2

The assumption close should be used:

Accepted Answer

A) at the beginning of the presentation. 
B) anytime during the presentation. 
C) at the end of the presentation. 
D) at the middle of the presentation. 
E) after a trial close. 
A) at the beginning of the presentation. 
B) anytime during the presentation. 
C) at the end of the presentation. 
D) at the middle of the presentation. 
E) after a trial close.

Question 3

Another name for the assumptive close is:

Accepted Answer

A) indirect close. 
B) the take-it-for-granted close. 
C) preassumption close. 
D) the take-it-or-leave-it close. 
E) trial close. 
A) indirect close. 
B) the take-it-for-granted close. 
C) preassumption close. 
D) the take-it-or-leave-it close. 
E) trial close.

Question 4

The close which seems appropriate when a prospect seems to be having difficulty in making a decision even after a lot of information has been provided to them,is the __________ .

Accepted Answer

A) balance-sheet close 
B) special concession close 
C) T-account close 
D) summary-of-benefits close 
E) trial close 
A) balance-sheet close 
B) special concession close 
C) T-account close 
D) summary-of-benefits close 
E) trial close

Question 5

During the close,attention should be focused on:

Accepted Answer

A) introducing the customer to associated products and services. 
B) introducing the customer to the service person responsible for the account. 
C) the ceremony aspect of the presentation. 
D) a more detailed analysis of customer objections. 
E) the benefit that generated the greatest customer interest. 
A) introducing the customer to associated products and services. 
B) introducing the customer to the service person responsible for the account. 
C) the ceremony aspect of the presentation. 
D) a more detailed analysis of customer objections. 
E) the benefit that generated the greatest customer interest.

Question 6

Fear of rejection may prevent many salespeople from asking for the order.

Accepted Answer

A) True 
 B)False

Question 7

A prospect's communication style should be considered when deciding which closing technique to use with them.

Accepted Answer

A) True 
 B)False

Question 8

A closing technique which involves using senior management in the sales presentation is called the:

Accepted Answer

A) incremental commitment close. 
B) balance sheet close. 
C) company close. 
D) specialist close. 
E) management close. 
A) incremental commitment close. 
B) balance sheet close. 
C) company close. 
D) specialist close. 
E) management close.

Question 9

Cybil is giving Ira a closing clue by saying,"Our staff will not need to be trained to use this equipment." Her clue is what type?

Accepted Answer

A) recognition 
B) opinion 
C) requirement 
D) statement 
E) nonverbal 
A) recognition 
B) opinion 
C) requirement 
D) statement 
E) nonverbal

Question 10

Shaneil has given her sales presentation to the Zanza Clothing Company.The buyer seems very interested so Shaneil asks,"Will next Friday be okay for delivery?" The type of close she is using is:

Accepted Answer

A) a puppy dog close. 
B) a special concession close. 
C) an assumption close. 
D) a summary benefits close. 
E) a minor point close. 
A) a puppy dog close. 
B) a special concession close. 
C) an assumption close. 
D) a summary benefits close. 
E) a minor point close.

Question 11

What suggestions would you give to a salesperson who does not successfully close a sale?

Accepted Answer

a.Never treat a lost sale as a defeat.
b

Question 12

Mark decided to ask the Vice President of Sales to accompany him on a sales call because he felt it would help close the sale.He was using the ________ technique.

Accepted Answer

A) company close 
B) specialist close 
C) management close 
D) incremental close 
E) balance sheet close 
A) company close 
B) specialist close 
C) management close 
D) incremental close 
E) balance sheet close

Question 13

"We have two models of Air-conditioners.The BRZ460 and the BRZ570.Which of these do you prefer?".This is an example of:

Accepted Answer

A) Trial close. 
B) Direct appeal close. 
C) Management close. 
D) Multiple options close. 
E) Assumption close. 
A) Trial close. 
B) Direct appeal close. 
C) Management close. 
D) Multiple options close. 
E) Assumption close.

Question 14

What type of buyer anxieties help explain why some customers are reluctant to make a commitment to a buying decision?

Accepted Answer

a.loss of options - fear that making a p

Question 15

In presentations where the salesperson has covered a lot of features and benefits about the product with a buyer,a __________ close seems appropriate.

Accepted Answer

A) multiple-option 
B) special concession 
C) summary-of-benefits 
D) assumption 
E) T-account 
A) multiple-option 
B) special concession 
C) summary-of-benefits 
D) assumption 
E) T-account

Question 16

When a buyer does not show willingness to buy,it is appropriate to:

Accepted Answer

A) indicate a potential price increase to induce the sale. 
B) give negative information about the competition. 
C) reopen the presentation. 
D) indicate product unavailability falsely. 
E) pressure them with a standing-room only close. 
A) indicate a potential price increase to induce the sale. 
B) give negative information about the competition. 
C) reopen the presentation. 
D) indicate product unavailability falsely. 
E) pressure them with a standing-room only close.

Question 17

List some strategies for developing a successful attitude towards closing?

Accepted Answer

a.Look for closing cues to fin

Question 18

Another name for the minor point close is:

Accepted Answer

A) assumption close. 
B) special concession close. 
C) indirect appeal close. 
D) trial close. 
E) direct appeal close. 
A) assumption close. 
B) special concession close. 
C) indirect appeal close. 
D) trial close. 
E) direct appeal close.

Question 19

When planning strategically for closing the sale,all of the following activities are appropriate except:

Accepted Answer

A) developing an appropriate attitude for closing. 
B) practicing closing. 
C) reviewing closing guidelines. 
D) preparing several closing methods 
E) planning a presentation which involves pressuring the customer to take immediate action. 
A) developing an appropriate attitude for closing. 
B) practicing closing. 
C) reviewing closing guidelines. 
D) preparing several closing methods 
E) planning a presentation which involves pressuring the customer to take immediate action.

Question 20

You have covered the major points of the sales presentation and detected considerable buyer interest,but you feel that the prospect will not be able to put the entire picture together without help.Which type of closing would be most appropriate?

Accepted Answer

A) summary-of-benefits close 
B) trial close 
C) special concession close 
D) assumption close 
E) oblique angle close 
A) summary-of-benefits close 
B) trial close 
C) special concession close 
D) assumption close 
E) oblique angle close

When an attempt is made to close the sale before the prospect is ready to buy,it may be interpreted as "pressure" selling.

The assumption close should be used:

Another name for the assumptive close is:

The close which seems appropriate when a prospect seems to be having difficulty in making a decision even after a lot of information has been provided to them,is the __________ .

During the close,attention should be focused on:

Fear of rejection may prevent many salespeople from asking for the order.

A prospect's communication style should be considered when deciding which closing technique to use with them.

A closing technique which involves using senior management in the sales presentation is called the:

Cybil is giving Ira a closing clue by saying,"Our staff will not need to be trained to use this equipment." Her clue is what type?

Shaneil has given her sales presentation to the Zanza Clothing Company.The buyer seems very interested so Shaneil asks,"Will next Friday be okay for delivery?" The type of close she is using is:

What suggestions would you give to a salesperson who does not successfully close a sale?

Mark decided to ask the Vice President of Sales to accompany him on a sales call because he felt it would help close the sale.He was using the ________ technique.

"We have two models of Air-conditioners.The BRZ460 and the BRZ570.Which of these do you prefer?".This is an example of:

What type of buyer anxieties help explain why some customers are reluctant to make a commitment to a buying decision?

In presentations where the salesperson has covered a lot of features and benefits about the product with a buyer,a __________ close seems appropriate.

When a buyer does not show willingness to buy,it is appropriate to:

List some strategies for developing a successful attitude towards closing?

Another name for the minor point close is:

When planning strategically for closing the sale,all of the following activities are appropriate except:

You have covered the major points of the sales presentation and detected considerable buyer interest,but you feel that the prospect will not be able to put the entire picture together without help.Which type of closing would be most appropriate?

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

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Exam 14: Adapting the Close and Confirming the Partnership

When an attempt is made to close the sale before the prospect is ready to buy,it may be interpreted as "pressure" selling.

The assumption close should be used:

Another name for the assumptive close is:

The close which seems appropriate when a prospect seems to be having difficulty in making a decision even after a lot of information has been provided to them,is the __________ .

During the close,attention should be focused on:

Fear of rejection may prevent many salespeople from asking for the order.

A prospect's communication style should be considered when deciding which closing technique to use with them.

A closing technique which involves using senior management in the sales presentation is called the:

Cybil is giving Ira a closing clue by saying,"Our staff will not need to be trained to use this equipment." Her clue is what type?

Shaneil has given her sales presentation to the Zanza Clothing Company.The buyer seems very interested so Shaneil asks,"Will next Friday be okay for delivery?" The type of close she is using is:

What suggestions would you give to a salesperson who does not successfully close a sale?

Mark decided to ask the Vice President of Sales to accompany him on a sales call because he felt it would help close the sale.He was using the ________ technique.

"We have two models of Air-conditioners.The BRZ460 and the BRZ570.Which of these do you prefer?".This is an example of:

What type of buyer anxieties help explain why some customers are reluctant to make a commitment to a buying decision?

In presentations where the salesperson has covered a lot of features and benefits about the product with a buyer,a __________ close seems appropriate.

When a buyer does not show willingness to buy,it is appropriate to:

List some strategies for developing a successful attitude towards closing?

Another name for the minor point close is:

When planning strategically for closing the sale,all of the following activities are appropriate except:

You have covered the major points of the sales presentation and detected considerable buyer interest,but you feel that the prospect will not be able to put the entire picture together without help.Which type of closing would be most appropriate?

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