Exam 12: Closing Begins the Relationship

As Warren walked into his customer's office,he sensed the customer was in a bad mood.Therefore,Warren told his customer,"I realize your degree in chemistry makes you the expert on insecticides,but I suggest that you try my company's new line of organic insecticides.Other dealers have had great success with this line and I know that this product would provide your store,which is so well run,with a greater profit margin also." What type of a close was Warren using?

As a salesperson,you should know that the purpose of the negotiation close is to:

The _____ close would be the best one to use if a salesperson wanted the prospects to focus on their real objections-rather than leaving them with some vague idea that something about the offer bothers them.

When talking to the young man buying his first new car,the salesperson said,"I'm not sure if we have an FM Modulator to fit your car.Would you want it if we have it in stock?" The salesperson is using a(n)_____ close.

How does the modified T-account close differ from the T-account close?

Even though Joseph and Heidi had not placed their order,the salesperson asked the couple,"Would you prefer delivery of this shower enclosure Thursday or Saturday?" This question is an example of a(n)_____ close.

The sales person saying,"I'll call your order in this afternoon," even before the prospect agrees to buy is an example of the _____ close.

While closing,the salesperson said,"Why don't we compromise? I can give you a one-year parts and labor warranty on our vacuum-laminating machine if you withdraw your demand for a cash discount." What kind of close is the salesperson using?

In a sales presentation,the business proposition should follow a discussion of the product's FABs and marketing plan.

Which of the following statements about buying signals is TRUE?

What kind of a close would Ager be using if during the presentation,he said,"We'll start work on designing the theater's stage rigging on Monday?"

As a salesperson,how should you respond to a prospect if you are unable to close the sale?

The salesperson is trying to convince a prospective buyer to buy his professional hair salon products.The salesperson says,"These products have an advantage over other market products because they are not animal-tested.They use only organic ingredients and are available in five different strengths." The salesperson is using the:

The T-account close is also called the Benjamin Franklin close.

Which of the following is NOT true about closing a sale?

Before making a close,the salesperson should put away all visual aids since they will distract the prospect.

According to the text,which close is especially useful as a secondary or backup close?

Which of the following is the best example of the standing-room-only close?

A wholesale distributor of cleaning products is thinking about buying 200 more cases of a floor cleaning compound than she normally does.Nilan,a senior salesperson,has convinced the distributor to buy 300 extra cases by showing him the various payment schedules offered by his company and some other visuals of the products in his laptop computer.This is an example of which of the following closes?

Robert McIntosh,a realtor,is showing a new apartment to a couple.The husband asks Robert "What kind of terms do you offer?" Robert should most likely respond by: