Question 1

Other costs such as shipping and handling should be mentioned after the presentation is over and the sale has been closed so as to prevent losing the sale.

Accepted Answer

A) True 
 B)False

Question 2

A good way to practise closing is by:

Accepted Answer

A) talking to successful salespeople. 
B) cold calling on customers. 
C) telemarketing. 
D) taking a sales training course. 
E) role playing with someone.

Question 3

Most Yes responses come on the ________ closing attempts.

Accepted Answer

A) 8th or 9th 
B) 4th or 5th 
C) 6th or 7th 
D) 2nd or 3rd 
E) 1st or 2nd

Question 4

Miguel has had three estimates on a home alarm system and the prices are all very close.The last sales representative has indicated if Miguel purchases the alarm now he will receive a 10% discount.The type of close used is:

Accepted Answer

A) a late close. 
B) an assumption close. 
C) a special concession close. 
D) a summary benefits close. 
E) a minor point close

Question 5

When working on a large,complex sale one should try to achieve incremental commitment through out the sales process.

Accepted Answer

A) True 
 B)False

Question 6

When the sales person gives the prospect several options to consider and tries to assess the prospect's degree of interest in each,it is called:

Accepted Answer

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

Question 7

The most direct closing approach,which has the advantages of clarity and simplicity is the:

Accepted Answer

A) summary of benefits close. 
B) limited choice close. 
C) special concession close. 
D) minor point close. 
E) direct appeal close.

Question 8

In a multi-call sales presentation the seller should achieve incremental commitment through out the sales process.

Accepted Answer

A) True 
 B)False

Question 9

A question such as "does this come in orange color?",posed after the negotiations stage may be interpreted as a:

Accepted Answer

A) probing question. 
B) pleasure question. 
C) dominant buying motive. 
D) buying condition. 
E) confirmation question.

Question 10

"Do you have this skirt in pink?" is a verbal buying clue.

Accepted Answer

A) True 
 B)False

Question 11

A closing clue can be described as a(n):

Accepted Answer

A) the customer has mentally agreed upon the price. 
B) indication that the customer is undecided about the buying decision. 
C) indication that the prospect fully understands the merits of your product. 
D) indication you should speed up the sales presentation. 
E) verbal or nonverbal form of feedback from the customer.

Question 12

__________ are closing attempts made at opportune times during the sales presentation to encourage the customer to reveal readiness or objections to buying

Accepted Answer

The answer of __________ are closing attempts made at opportune...

Question 13

Zoe sold Mr.Macklin an outdoor pool and quoted him the cost of the pool.He has checked the competitor's price and decided to go with Zoe's pool.She tells him about the cost of installation and accessories.Mr.Macklin backs out of the sale.Why?

Accepted Answer

A) Mr.Macklin changed his mind about the pool. 
B) Zoe did not negotiate the tough points before the close. 
C) Zoe has surprised Mr.Macklin with extra fees. 
D) Mr.Macklin felt isolated by Zoe. 
E) Mr.Macklin felt buyer's remorse.

Question 14

The close which is meant to encourage a buyer to act immediately is the __________.

Accepted Answer

A) direct appeal close 
B) T-account close 
C) assumption close 
D) special-concession close 
E) trial close

Question 15

The direct appeal works best if it does not come too early during the sales presentation.

Accepted Answer

A) True 
 B)False

Question 16

If the prospect says "no," which of the following should the salesperson avoid?

Accepted Answer

A) Display open disappointment and indicate that you would like to return later and present the proposal a second time. 
B) Maintain a professional "winning" attitude even though the sale was lost. 
C) Prepare the prospect to evaluate competing products. 
D) Bring out an important point that was overlooked earlier. 
E) Make sure the deal is really dead.

Question 17

Requirements posed by the customer may indicate readiness to buy.

Accepted Answer

A) True 
 B)False

Question 18

When the salesperson has planned a demonstration as part of the sales presentation,it is appropriate to attempt a trial close before the demonstration is complete,but not before the demonstration has begun.

Accepted Answer

A) True 
 B)False

Question 19

One of the least subtle buying signals displayed by the customer is the question.

Accepted Answer

A) True 
 B)False

Question 20

There is no best closing method.You need to preplan several closing methods and use the one that seems appropriate.

Accepted Answer

A) True 
 B)False

Exam 14: Adapting the Close and Confirming the Partnership

Other costs such as shipping and handling should be mentioned after the presentation is over and the sale has been closed so as to prevent losing the sale.

A good way to practise closing is by:

Most Yes responses come on the ________ closing attempts.

Miguel has had three estimates on a home alarm system and the prices are all very close.The last sales representative has indicated if Miguel purchases the alarm now he will receive a 10% discount.The type of close used is:

When working on a large,complex sale one should try to achieve incremental commitment through out the sales process.

When the sales person gives the prospect several options to consider and tries to assess the prospect's degree of interest in each,it is called:

The most direct closing approach,which has the advantages of clarity and simplicity is the:

In a multi-call sales presentation the seller should achieve incremental commitment through out the sales process.

A question such as "does this come in orange color?",posed after the negotiations stage may be interpreted as a:

"Do you have this skirt in pink?" is a verbal buying clue.

A closing clue can be described as a(n) :

__________ are closing attempts made at opportune times during the sales presentation to encourage the customer to reveal readiness or objections to buying

Zoe sold Mr.Macklin an outdoor pool and quoted him the cost of the pool.He has checked the competitor's price and decided to go with Zoe's pool.She tells him about the cost of installation and accessories.Mr.Macklin backs out of the sale.Why?

The close which is meant to encourage a buyer to act immediately is the __________.

The direct appeal works best if it does not come too early during the sales presentation.

If the prospect says "no," which of the following should the salesperson avoid?

Requirements posed by the customer may indicate readiness to buy.

When the salesperson has planned a demonstration as part of the sales presentation,it is appropriate to attempt a trial close before the demonstration is complete,but not before the demonstration has begun.

One of the least subtle buying signals displayed by the customer is the question.

There is no best closing method.You need to preplan several closing methods and use the one that seems appropriate.