Question 1

Of all the closing techniques,the trial close is the best method for a salesperson to use.

Accepted Answer

A) True 
 B)False

Question 2

"Our product's price is higher than our competitors but that is due to the superior quality of raw materials used into producing our products.You are looking for the best quality in the marketplace is that correct?" This statement is an example of a __________ close.

Accepted Answer

A) management 
B) concession 
C) indirect appeal 
D) positive/negative 
E) assumption 
A) management 
B) concession 
C) indirect appeal 
D) positive/negative 
E) assumption

Question 3

Explain the importance of the confirmation step in closing the sale.

Accepted Answer

If the salesperson does not reassure the

Question 4

When a sales person tries to use two or more closing methods at the same time it is called:

Accepted Answer

A) special concession close. 
B) management close. 
C) multiple option close. 
D) trial close. 
E) combination close. 
A) special concession close. 
B) management close. 
C) multiple option close. 
D) trial close. 
E) combination close.

Question 5

A close where the sales person lists all the reasons for buying now versus for not buying now is called a ________.

Accepted Answer

A) trial close 
B) multiple option close 
C) customer choice close 
D) balance sheet close 
E) limited choice close 
A) trial close 
B) multiple option close 
C) customer choice close 
D) balance sheet close 
E) limited choice close

Of all the closing techniques,the trial close is the best method for a salesperson to use.

"Our product's price is higher than our competitors but that is due to the superior quality of raw materials used into producing our products.You are looking for the best quality in the marketplace is that correct?" This statement is an example of a __________ close.

Explain the importance of the confirmation step in closing the sale.

When a sales person tries to use two or more closing methods at the same time it is called:

A close where the sales person lists all the reasons for buying now versus for not buying now is called a ________.

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

Of all the closing techniques,the trial close is the best method for a salesperson to use.

"Our product's price is higher than our competitors but that is due to the superior quality of raw materials used into producing our products.You are looking for the best quality in the marketplace is that correct?" This statement is an example of a __________ close.

Explain the importance of the confirmation step in closing the sale.

When a sales person tries to use two or more closing methods at the same time it is called:

A close where the sales person lists all the reasons for buying now versus for not buying now is called a ________.

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