Question 1

According to the text,what are the basic reasons why salespeople face difficulties in closing sales?

Accepted Answer

There are three basic reasons why salesp

Question 2

Often the close of the sale comes after the sales presentation.

Accepted Answer

A) True 
 B)False

Question 3

Successful salespeople ask the closing question and then briefly summarize the product's benefits.

Accepted Answer

A) True 
 B)False

Question 4

Explain assumptive close.When can this be used?

Accepted Answer

With the assumptive close,the salesperso

Question 5

The salesperson was selling the couple a garden tub for their new bathroom.He said,"The water jets,large capacity,and marble finish are wonderful features,wouldn't you agree?" When this first close failed,he asked,"Will you want to use clear or white caulk to install your new tub?" The couple did not answer this question.The salesperson then began making a two-column list with reasons for and against buying.The salesperson used a:

Accepted Answer

A) presumptive close. 
B) dyadic close based on the SELL Sequence. 
C) multiple distribution technique. 
D) multiple-close sequence. 
E) probability close. 
A) presumptive close. 
B) dyadic close based on the SELL Sequence. 
C) multiple distribution technique. 
D) multiple-close sequence. 
E) probability close.

Question 6

What kind of a close would Ager be using if during the presentation he said,"If you don't decide to let us design and construct your stage-rigging by the end of next month,we will not be able to begin the project until next fall"?

Accepted Answer

A) Assumptive 
B) Standing-room-only 
C) Alternative-choice 
D) Technology 
E) Balance-sheet 
A) Assumptive 
B) Standing-room-only 
C) Alternative-choice 
D) Technology 
E) Balance-sheet

Question 7

To become a truly professional salesperson,you must be able to close under fire,which means to:

Accepted Answer

A) ignore the prospect's order objections. 
B) shift the burden of proof to the prospect. 
C) deal with interruptions and continue a presentation. 
D) ask for an order even when the prospect is in a bad mood. 
E) ask for a larger than normal order even when unnecessary. 
A) ignore the prospect's order objections. 
B) shift the burden of proof to the prospect. 
C) deal with interruptions and continue a presentation. 
D) ask for an order even when the prospect is in a bad mood. 
E) ask for a larger than normal order even when unnecessary.

Question 8

A buying signal is defined as anything the prospect says or does to indicate readiness to buy.

Accepted Answer

A) True 
 B)False

Question 9

Which of the following does NOT hold true of the minor-points close?

Accepted Answer

A) It is similar to the alternative-choice close. 
B) It is used when the prospect is not in a mood to buy. 
C) It involves the buyer being given a choice between two different products. 
D) It is effective as a second close. 
E) It is used widely when the prospect has difficulty in making a decision. 
A) It is similar to the alternative-choice close. 
B) It is used when the prospect is not in a mood to buy. 
C) It involves the buyer being given a choice between two different products. 
D) It is effective as a second close. 
E) It is used widely when the prospect has difficulty in making a decision.

According to the text,what are the basic reasons why salespeople face difficulties in closing sales?

Often the close of the sale comes after the sales presentation.

Successful salespeople ask the closing question and then briefly summarize the product's benefits.

Explain assumptive close.When can this be used?

What kind of a close would Ager be using if during the presentation he said,"If you don't decide to let us design and construct your stage-rigging by the end of next month,we will not be able to begin the project until next fall"?

To become a truly professional salesperson,you must be able to close under fire,which means to:

A buying signal is defined as anything the prospect says or does to indicate readiness to buy.

Which of the following does NOT hold true of the minor-points close?

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

According to the text,what are the basic reasons why salespeople face difficulties in closing sales?

Often the close of the sale comes after the sales presentation.

Successful salespeople ask the closing question and then briefly summarize the product's benefits.

Explain assumptive close.When can this be used?

What kind of a close would Ager be using if during the presentation he said,"If you don't decide to let us design and construct your stage-rigging by the end of next month,we will not be able to begin the project until next fall"?

To become a truly professional salesperson,you must be able to close under fire,which means to:

A buying signal is defined as anything the prospect says or does to indicate readiness to buy.

Which of the following does NOT hold true of the minor-points close?

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