Question 1

The summary of benefits close is extremely useful if it targets a specific prospect's personality.

Accepted Answer

A) True 
 B)False

Question 2

"Would you prefer the freezer be on the top or bottom of the refrigerator?" This is an example of a(n)_____ close.

Accepted Answer

A) summary-of-benefits 
B) alternative-choice 
C) iceberg 
D) assumptive 
E) standing-room-only 
A) summary-of-benefits 
B) alternative-choice 
C) iceberg 
D) assumptive 
E) standing-room-only

Question 3

The salesperson was selling the couple a garden tub with water jets for a new bathroom.He said,"You'll be the envy of all your friends with this great tub.They'll think you are a trend-setter and everyone will want to get their own.It will be the pièce de résistance in your new bath." When his first close failed,he asked,"Will you want to use clear or white caulk to install your new tub?" What type of close did the salesperson try the FIRST time?

Accepted Answer

A) Double-yes 
B) Forestalling 
C) Minor-points 
D) Assumptive 
E) Compliment 
A) Double-yes 
B) Forestalling 
C) Minor-points 
D) Assumptive 
E) Compliment

Question 4

To become a successful professional salesperson,you should do all of the following EXCEPT:

Accepted Answer

A) asking questions to gather information. 
B) recognizing how the benefits of the product satisfy the customer's needs. 
C) establishing a balanced dialogue with customers. 
D) using a benefit summary and action plan requiring commitment when closing. 
E) trying to maximize profits and benefits only for your company. 
A) asking questions to gather information. 
B) recognizing how the benefits of the product satisfy the customer's needs. 
C) establishing a balanced dialogue with customers. 
D) using a benefit summary and action plan requiring commitment when closing. 
E) trying to maximize profits and benefits only for your company.

Question 5

According to the Golden Rule,a salesperson should not close the sale if the product is not suitable for the customer.

Accepted Answer

A) True 
 B)False

Question 6

Which type of close is effective with a prospect who is a self-styled expert or who has a big ego?

Accepted Answer

A) Compliment 
B) Assumptive 
C) Summary-of-benefits 
D) Alternative-choice 
E) Minor-points 
A) Compliment 
B) Assumptive 
C) Summary-of-benefits 
D) Alternative-choice 
E) Minor-points

Question 7

Buying signals are clues that the prospect is in either the desire or interest stage of the mental buying process.

Accepted Answer

A) True 
 B)False

Question 8

Mark is presenting his product to a prospect when he says,"I am not so sure we have five sacks of mulch available.Would you want them if I have them in stock?" Mark is using the:

Accepted Answer

A) compliment close. 
B) standing-room-only close. 
C) alternative-choice close. 
D) minor-points close. 
E) summary-of-benefits close. 
A) compliment close. 
B) standing-room-only close. 
C) alternative-choice close. 
D) minor-points close. 
E) summary-of-benefits close.

Question 9

Sales should never be closed immediately following the approach.

Accepted Answer

A) True 
 B)False

Question 10

Which closing technique persuades prospects to place the order by making them believe that it is beneficial to buy the product sooner rather than later?

Accepted Answer

A) Suggestive proposition close 
B) Standing-room-only 
C) Alternative-choice 
D) Benefits close 
E) Balance-Sheet 
A) Suggestive proposition close 
B) Standing-room-only 
C) Alternative-choice 
D) Benefits close 
E) Balance-Sheet

Question 11

_____ is the process of helping people make a decision that will benefit them.

Accepted Answer

A) Empowering 
B) Empathizing 
C) Negotiating 
D) Trial close 
E) Closing 
A) Empowering 
B) Empathizing 
C) Negotiating 
D) Trial close 
E) Closing

Question 12

If everything has been done to properly develop a sales presentation,closing the sale is the next step in a logical sequence.

Accepted Answer

A) True 
 B)False

Question 13

A salesperson can easily adapt FAB statements and the SELL Sequence to make a(n)_____ close.

Accepted Answer

A) assumptive 
B) alternative-choice 
C) minor-points 
D) summary-of-benefits 
E) assertive 
A) assumptive 
B) alternative-choice 
C) minor-points 
D) summary-of-benefits 
E) assertive

Question 14

In most cases,a prospect is ready to buy in the _____ stage of the mental buying process.

Accepted Answer

A) attention 
B) interest 
C) desire 
D) conviction 
E) action 
A) attention 
B) interest 
C) desire 
D) conviction 
E) action

Question 15

The salesperson says,"Would you be willing to accept a limited 2-year warranty that only covers parts and not labor?" This is likely to be a _____ close.

Accepted Answer

A) negotiation 
B) continuous-yes 
C) summary-of-benefits 
D) T-account 
E) technology 
A) negotiation 
B) continuous-yes 
C) summary-of-benefits 
D) T-account 
E) technology

Question 16

"Will you need one box of nails or two to go with those roofing shingles?" is an example of an alternative-choice close.

Accepted Answer

A) True 
 B)False

Question 17

Which technique would be most effective for customer who really wants to good deal on a new boat?

Accepted Answer

A) Standing-room-only 
B) Assumptive 
C) Minor points 
D) Alternative close 
E) Summary 
A) Standing-room-only 
B) Assumptive 
C) Minor points 
D) Alternative close 
E) Summary

Question 18

If the salesperson finds his prospect is in a bad or hostile mood,he should not attempt to close.

Accepted Answer

A) True 
 B)False

Question 19

Give an example of how a Girl Scout can use an alternative-choice close to sell Girl Scout cookies.

Accepted Answer

Students' answers will vary depending on

Question 20

According to the text,the close should be considered a separate and distinct component of the sales call.

Accepted Answer

A) True 
 B)False

The summary of benefits close is extremely useful if it targets a specific prospect's personality.

"Would you prefer the freezer be on the top or bottom of the refrigerator?" This is an example of a(n)_____ close.

To become a successful professional salesperson,you should do all of the following EXCEPT:

According to the Golden Rule,a salesperson should not close the sale if the product is not suitable for the customer.

Which type of close is effective with a prospect who is a self-styled expert or who has a big ego?

Buying signals are clues that the prospect is in either the desire or interest stage of the mental buying process.

Mark is presenting his product to a prospect when he says,"I am not so sure we have five sacks of mulch available.Would you want them if I have them in stock?" Mark is using the:

Sales should never be closed immediately following the approach.

Which closing technique persuades prospects to place the order by making them believe that it is beneficial to buy the product sooner rather than later?

_____ is the process of helping people make a decision that will benefit them.

If everything has been done to properly develop a sales presentation,closing the sale is the next step in a logical sequence.

A salesperson can easily adapt FAB statements and the SELL Sequence to make a(n)_____ close.

In most cases,a prospect is ready to buy in the _____ stage of the mental buying process.

The salesperson says,"Would you be willing to accept a limited 2-year warranty that only covers parts and not labor?" This is likely to be a _____ close.

"Will you need one box of nails or two to go with those roofing shingles?" is an example of an alternative-choice close.

Which technique would be most effective for customer who really wants to good deal on a new boat?

If the salesperson finds his prospect is in a bad or hostile mood,he should not attempt to close.

Give an example of how a Girl Scout can use an alternative-choice close to sell Girl Scout cookies.

According to the text,the close should be considered a separate and distinct component of the sales call.

The Life, times, and Career of the Professional Salesperson

Ethics Firstthen Customer Relationships

The Psychology of Selling: Why People Buy

Communication for Relationship Building: Its Not All Talk

Sales Knowledge: Customers, products, technologies

Prospecting : the Lifeblood of Selling

Planning the Sales Call Is a Must

Carefully Select Which Sales Presentation Method to Use

Begin Your Presentation Strategically

Elements of a Great Sales Presentation

Welcome Your Prospects Objections

Service and Follow-Up for Customer Retention

Time, territory, and Self-Management: Keys to Success

Filters

Exam 12: Closing Begins the Relationship

The summary of benefits close is extremely useful if it targets a specific prospect's personality.

"Would you prefer the freezer be on the top or bottom of the refrigerator?" This is an example of a(n)_____ close.

To become a successful professional salesperson,you should do all of the following EXCEPT:

According to the Golden Rule,a salesperson should not close the sale if the product is not suitable for the customer.

Which type of close is effective with a prospect who is a self-styled expert or who has a big ego?

Buying signals are clues that the prospect is in either the desire or interest stage of the mental buying process.

Mark is presenting his product to a prospect when he says,"I am not so sure we have five sacks of mulch available.Would you want them if I have them in stock?" Mark is using the:

Sales should never be closed immediately following the approach.

Which closing technique persuades prospects to place the order by making them believe that it is beneficial to buy the product sooner rather than later?

_____ is the process of helping people make a decision that will benefit them.

If everything has been done to properly develop a sales presentation,closing the sale is the next step in a logical sequence.

A salesperson can easily adapt FAB statements and the SELL Sequence to make a(n)_____ close.

In most cases,a prospect is ready to buy in the _____ stage of the mental buying process.

The salesperson says,"Would you be willing to accept a limited 2-year warranty that only covers parts and not labor?" This is likely to be a _____ close.

"Will you need one box of nails or two to go with those roofing shingles?" is an example of an alternative-choice close.

Which technique would be most effective for customer who really wants to good deal on a new boat?

If the salesperson finds his prospect is in a bad or hostile mood,he should not attempt to close.

Give an example of how a Girl Scout can use an alternative-choice close to sell Girl Scout cookies.

According to the text,the close should be considered a separate and distinct component of the sales call.

The Life, times, and Career of the Professional Salesperson

Ethics Firstthen Customer Relationships

The Psychology of Selling: Why People Buy

Communication for Relationship Building: Its Not All Talk

Sales Knowledge: Customers, products, technologies

Prospecting : the Lifeblood of Selling

Planning the Sales Call Is a Must

Carefully Select Which Sales Presentation Method to Use

Begin Your Presentation Strategically

Elements of a Great Sales Presentation

Welcome Your Prospects Objections

Service and Follow-Up for Customer Retention

Time, territory, and Self-Management: Keys to Success

Filters