Exam 12: Closing Begins the Relationship

When a theater owner asks Hastie,"How can your rigging safely lift a 250-pound tenor ten-feet off the ground and gently return him to the ground with little physical effort?" Hastie should interpret this question as:

According to the text,which closing technique is effective in all situations?

The salesperson who tells the prospect,"Since the cost of this line of plastic utensils will increase next week,can I place your order for the product today?" is using the standing-room-only close.

When the salesperson helps her prospect make a two-column list with reasons in favor of buying on one side and reasons against buying on the other,she is using the _____ close.

More than two attempts at closing can appear pushy and should be avoided by salespeople.

The car salesperson says to the prospect,"I have written down all the reasons why you should buy the new Ford Expedition.I think this might convince you that this is the car for your family." The car salesperson was using a(n)_____ close.

What should a salesperson do as soon as he or she asks the prospect for an order?

During the sales presentation for the CNC heavy-duty router,the salesperson asked,"Do you prefer the 4-foot-by-4-foot or the 4-foot-by-8-foot table size router?" The prospect looked at the salesperson and said,"Before I make a decision,tell me more about the motor that's on this router." After providing the requested information,the salesperson said,"I'll process your order right now.Please sign this order form." When the prospect reached for his pen,the salesperson knew he had closed the sale.Which method of closing worked for this salesperson?

The questions in the continuous-yes close should be:

According to the text,_____ should be the easiest part of the presentation.

You are selling skiwear to the manager of a large ski resort.The manager has agreed to order ten down-filled jackets.After finalizing the sale,you should:

How can today's salespeople integrate technology into the close?

Why is it recommended that a salesperson remain quiet after asking for an order?

As the salesperson hands the retail store buyer the sunglasses,he asks,"You like the fit,the color,and how these glasses darken,right?" What the salesperson said is an example of the _____ close.

Which of the following actions is NOT an example of a buying signal?

A prospect that becomes increasingly anxious during a sales presentation is sending a buying signal.

When the salesperson has done the best he can and still is unable to close the sale,he should:

Which of the following is true regarding the summary-of-benefits close?

Some prospects view the continuous-yes close as an insult to their intelligence.

A retail salesman explains the features of a television.After listening to the salesman,the prospect asks,"How much is it?" This question is clearly an objection.