Question 1

Which of the following is the main similarity between the minor-points close and the alternate-choice close?

Accepted Answer

A)  Buyers are hostile.
B)  Risk factors are high.
C)  Buyers are typically decisive.
D)  Features and benefits are summarized.
E)  Buyers must decide between two options. E

Question 2

In this type of close,the salesperson behaves as if the prospect wants to buy the product.

Accepted Answer

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

Question 3

A T-account close is suitable if the buyer has a predetermined belief that the competitor's product is needed.

Accepted Answer

A) True 
 B)False  True

Question 4

According to the text,if a compliment close is inappropriate a salesperson should use the ________ close instead.

Accepted Answer

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

Question 5

When should a salesperson attempt to close the sale?

Accepted Answer

A)  When the prospect is at the desire stage of the mental buying process.
B)  When the prospect is ready.
C)  When the salesperson is ready.
D)  After every trial close.
E)  After the sales presentation.

Question 6

During the sales presentation for the CNC heavy-duty router,the salesperson asks,"Do you prefer the 4-foot-by-4-foot or the 4-foot-by-8-foot table size router?" The prospect responds,"Before I make my decision,tell me more about the motor that's on this router." Later during the presentation,the salesperson says,"Do you want me to have the router delivered on Friday or Monday?" When the prospect says,"Monday," the salesperson knows he has closed the sale.Which method of closing does the salesperson try the first time?

Accepted Answer

A)  Assumptive
B)  Standing-room-only
C)  Alternative-choice
D)  Technology
E)  Continuous-agreement

Question 7

With the assumptive close,the salesperson assumes the prospect will buy and act accordingly.

Accepted Answer

A) True 
 B)False

Question 8

What should Hastie do once a theater manager has agreed to let Stage Technologies design and install a stage-rigging system?

Accepted Answer

A)  Ask the manager what plays the theater presented last season.
B)  Ask for a minute of silent meditation.
C)  Experience post-sale dissonance.
D)  Leave the theater manager's office as early as possible.
E)  Ask who provides the costumes for the theater's production.

Question 9

An important characteristic of good closers is that they have "the gift of gab."

Accepted Answer

A) True 
 B)False

Question 10

The complimentary close is LEAST effective when the prospect is:

Accepted Answer

A)  a self-styled expert.
B)  indecisive.
C)  greedy.
D)  egotistical.
E)  hostile.

Question 11

Briefly describe the purpose and steps of the exit technique.

Accepted Answer

The answer of Briefly describe the purpose and steps of...

Question 12

Which of the following statements is the best example of a minor-points close?

Accepted Answer

A)  "I'll have that new mattress delivered to your house on Wednesday."
B)  "Do you want those pillows in maroon or ebony?"
C)  "So you really like the fabric color and texture as well as the shape and size of that sofa?"
D)  "Your appreciation of that lamp just confirms my opinion of your impeccable tastes."
E)  "If you don't buy this chair today,you may never be able to buy it.I have another customer who is planning on buying it tomorrow if it is still in stock."

Question 13

Even though the prospect had not yet agreed to buy,the salesperson said,"I'll make sure the dishwasher is delivered to your house on Saturday." This statement is an example of the _____ close.

Accepted Answer

A)  compliment
B)  alternative-choice
C)  minor-points
D)  assumptive
E)  standing-room-only

Question 14

The needs of the prospect have to be confirmed during the approach itself.

Accepted Answer

A) True 
 B)False

Question 15

Discuss the differences between the minor-points close and the alternative-choice close.

Accepted Answer

The answer of Discuss the differences between the minor-points close...

Question 16

Assumptive close is not generally used for customers who do not have a good relationship with the salesperson.

Accepted Answer

A) True 
 B)False

Question 17

Which of the following rules is listed as one of the text's twelve keys to successful closing?

Accepted Answer

A)  Summarize benefits as related to the buyer's needs.
B)  Assume all purchases are new task buying situations.
C)  Once the order is made,start relationship building.
D)  Don't be overly optimistic prior to a sales presentation.
E)  Don't modify a presentation to a prospect's personality.

Question 18

After the pharmaceutical salesperson asks for the order,the very next thing he should do is to:

Accepted Answer

A)  describe the options from which the buyer may choose.
B)  place his order pad on the counter and open it to a new page.
C)  remain silent and wait for the prospect to respond.
D)  offer the prospect an extra inducement to buy now.
E)  confirm the size of his commission.

Question 19

Which type of close is intended to motivate a prospect to act immediately?

Accepted Answer

A)  Compliment
B)  Summary-of-benefits
C)  Alternative-choice
D)  Standing-room-only
E)  Balance-Sheet

Question 20

What type of close is being used when the salesperson tells the dentist,"I'm not sure that in the future,my company can keep up with the demand for Protexin oral rinse.I know you prefer it and I can sell you three cases today."

Accepted Answer

The answer of What type of close is being used...

Exam 12: Closing Begins the Relationship

Which of the following is the main similarity between the minor-points close and the alternate-choice close?

In this type of close,the salesperson behaves as if the prospect wants to buy the product.

A T-account close is suitable if the buyer has a predetermined belief that the competitor's product is needed.

According to the text,if a compliment close is inappropriate a salesperson should use the ________ close instead.

When should a salesperson attempt to close the sale?

With the assumptive close,the salesperson assumes the prospect will buy and act accordingly.

What should Hastie do once a theater manager has agreed to let Stage Technologies design and install a stage-rigging system?

An important characteristic of good closers is that they have "the gift of gab."

The complimentary close is LEAST effective when the prospect is:

Briefly describe the purpose and steps of the exit technique.

Which of the following statements is the best example of a minor-points close?

Even though the prospect had not yet agreed to buy,the salesperson said,"I'll make sure the dishwasher is delivered to your house on Saturday." This statement is an example of the _____ close.

The needs of the prospect have to be confirmed during the approach itself.

Discuss the differences between the minor-points close and the alternative-choice close.

Assumptive close is not generally used for customers who do not have a good relationship with the salesperson.

Which of the following rules is listed as one of the text's twelve keys to successful closing?

After the pharmaceutical salesperson asks for the order,the very next thing he should do is to:

Which type of close is intended to motivate a prospect to act immediately?

What type of close is being used when the salesperson tells the dentist,"I'm not sure that in the future,my company can keep up with the demand for Protexin oral rinse.I know you prefer it and I can sell you three cases today."