Question 1

As Warren walked into his customer's office,he sensed the customer was in a bad mood.Therefore,Warren told his customer,"I realize your degree in chemistry makes you the expert on insecticides,but I suggest that you try my company's new line of organic insecticides.Other dealers have had great success with this line and I know that this product would provide your store,which is so well run,with a greater profit margin also." What type of a close was Warren using?

Accepted Answer

A) Standing-room-only 
B) Compliment 
C) Minor-points 
D) Assumptive 
E) Presumptive

Question 2

As a salesperson,you should know that the purpose of the negotiation close is to:

Accepted Answer

A) overcome a prospect's practical and psychological objections. 
B) make prospects think their haggling has succeeded. 
C) determine who gets the better end of the deal. 
D) find ways for both parties to have a fair deal. 
E) get the prospect to reveal true objections.

Question 3

The _____ close would be the best one to use if a salesperson wanted the prospects to focus on their real objections-rather than leaving them with some vague idea that something about the offer bothers them.

Accepted Answer

A) assumptive 
B) standing-room-only 
C) probability 
D) minor-points 
E) counterbalance

Question 4

When talking to the young man buying his first new car,the salesperson said,"I'm not sure if we have an FM Modulator to fit your car.Would you want it if we have it in stock?" The salesperson is using a(n)_____ close.

Accepted Answer

A) probability 
B) standing-room-only 
C) minor-points 
D) assumptive 
E) balance sheet

Question 5

How does the modified T-account close differ from the T-account close?

Accepted Answer

The answer of How does the modified T-account close differ...

Question 6

Even though Joseph and Heidi had not placed their order,the salesperson asked the couple,"Would you prefer delivery of this shower enclosure Thursday or Saturday?" This question is an example of a(n)_____ close.

Accepted Answer

A) compliment 
B) assumptive 
C) minor-points 
D) alternative-choice 
E) modified T-account

Question 7

The sales person saying,"I'll call your order in this afternoon," even before the prospect agrees to buy is an example of the _____ close.

Accepted Answer

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

Question 8

While closing,the salesperson said,"Why don't we compromise? I can give you a one-year parts and labor warranty on our vacuum-laminating machine if you withdraw your demand for a cash discount." What kind of close is the salesperson using?

Accepted Answer

The answer of While closing,the salesperson said,"Why don't we compromise?...

Question 9

In a sales presentation,the business proposition should follow a discussion of the product's FABs and marketing plan.

Accepted Answer

A) True 
 B)False

Question 10

Which of the following statements about buying signals is TRUE?

Accepted Answer

A) Buying signals hint the prospect is in the interest stage of the buying process. 
B) Buying signals are always nonverbal. 
C) Buying signals indicate the prospect is ready to voice objections. 
D) A buying signal occurs when a prospect carefully scrutinizes the salesperson's product. 
E) A buying signal is always communicated orally.

Question 11

What kind of a close would Ager be using if during the presentation,he said,"We'll start work on designing the theater's stage rigging on Monday?"

Accepted Answer

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

Question 12

As a salesperson,how should you respond to a prospect if you are unable to close the sale?

Accepted Answer

The answer of As a salesperson,how should you respond to...

Question 13

The salesperson is trying to convince a prospective buyer to buy his professional hair salon products.The salesperson says,"These products have an advantage over other market products because they are not animal-tested.They use only organic ingredients and are available in five different strengths." The salesperson is using the:

Accepted Answer

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

Question 14

The T-account close is also called the Benjamin Franklin close.

Accepted Answer

A) True 
 B)False

Question 15

Which of the following is NOT true about closing a sale?

Accepted Answer

A) Be sure that your prospect understands what you say. 
B) Tailor your close to each prospect. 
C) Avoid multiple closes as it can offend the customer. 
D) Learn to recognize the buying signals for making effective closes. 
E) Consider the customer's point of view in everything you do and say.

Question 16

Before making a close,the salesperson should put away all visual aids since they will distract the prospect.

Accepted Answer

A) True 
 B)False

Question 17

According to the text,which close is especially useful as a secondary or backup close?

Accepted Answer

A) T-account 
B) Compliment 
C) Alternative-choice 
D) Assumptive 
E) Minor-points

Question 18

Which of the following is the best example of the standing-room-only close?

Accepted Answer

A) "I have made 5 packets for you and I will ship them soon?" 
B) "Will you want the merchandise delivered on Friday or Monday?" 
C) "We have only one more digital camera in stock and we won't be getting any more in until after Christmas." 
D) "The color of that suit looks beautiful with your skin tone and the way it is cut really shows off your figure." 
E) "These features of the products makes it an absolute necessity for you."

Question 19

A wholesale distributor of cleaning products is thinking about buying 200 more cases of a floor cleaning compound than she normally does.Nilan,a senior salesperson,has convinced the distributor to buy 300 extra cases by showing him the various payment schedules offered by his company and some other visuals of the products in his laptop computer.This is an example of which of the following closes?

Accepted Answer

A) Technology 
B) Factual 
C) Statistical 
D) Showmanship 
E) Ben Franklin

Question 20

Robert McIntosh,a realtor,is showing a new apartment to a couple.The husband asks Robert "What kind of terms do you offer?" Robert should most likely respond by:

Accepted Answer

A) using a direct close to make the sale immediately. 
B) entering the negotiation phase of the transaction. 
C) using a standing-room-only close. 
D) asking what terms the prospect wants. 
E) summarizing the benefits of the apartment.

Exam 12: Closing Begins the Relationship

As a salesperson,you should know that the purpose of the negotiation close is to:

The _____ close would be the best one to use if a salesperson wanted the prospects to focus on their real objections-rather than leaving them with some vague idea that something about the offer bothers them.

When talking to the young man buying his first new car,the salesperson said,"I'm not sure if we have an FM Modulator to fit your car.Would you want it if we have it in stock?" The salesperson is using a(n) _____ close.

How does the modified T-account close differ from the T-account close?

Even though Joseph and Heidi had not placed their order,the salesperson asked the couple,"Would you prefer delivery of this shower enclosure Thursday or Saturday?" This question is an example of a(n) _____ close.

The sales person saying,"I'll call your order in this afternoon," even before the prospect agrees to buy is an example of the _____ close.

While closing,the salesperson said,"Why don't we compromise? I can give you a one-year parts and labor warranty on our vacuum-laminating machine if you withdraw your demand for a cash discount." What kind of close is the salesperson using?

In a sales presentation,the business proposition should follow a discussion of the product's FABs and marketing plan.

Which of the following statements about buying signals is TRUE?

What kind of a close would Ager be using if during the presentation,he said,"We'll start work on designing the theater's stage rigging on Monday?"

As a salesperson,how should you respond to a prospect if you are unable to close the sale?

The T-account close is also called the Benjamin Franklin close.

Which of the following is NOT true about closing a sale?

Before making a close,the salesperson should put away all visual aids since they will distract the prospect.

According to the text,which close is especially useful as a secondary or backup close?

Which of the following is the best example of the standing-room-only close?

Robert McIntosh,a realtor,is showing a new apartment to a couple.The husband asks Robert "What kind of terms do you offer?" Robert should most likely respond by: