Question 1

Lacey Abrams is the sales representative for the Brook Park Zoo. She sells events, such as wedding receptions, corporate dinners, and fundraisers that are held on zoo grounds. She has just finished negotiating all the details of Anne Mason's upcoming wedding reception and is preparing to close the sale.
-Anne seems to be experiencing buying anxiety,so Lacey creates a two-column chart.One column is titled "Reasons for Buying Now" and another column is titled "Reasons for Not Buying Now." Lacey is most likely engaging in a(n) ________ close.

Accepted Answer

A)   multiple option
B)   combination
C)   impending event
D)   management
E)   balance sheetF) B) and E)
G) C) and D)

Question 2

Which of the following is most likely a nonverbal clue indicating that a prospect is prepared to purchase the product?

Accepted Answer

A)   The prospect asks about the terms of the sale.
B)   The prospect's facial expression becomes closed off.
C)   The prospect crosses her arms over her body.
D)   The prospect leans forward and appears to be intent on hearing your message.
E)   The prospect begins to examine the product as a way to tune out the salesperson's voice.F) C) and D)
G) A) and C)

Question 3

Once a salesperson has lost a deal,the salesperson should:

Accepted Answer

A)   remove the client's records from the CRM system
B)   send the client an email expressing displeasure with the negotiation process
C)   avoid any future contact with the client
D)   make sure the client knows about the weaknesses of the competitor
E)   keep the door open for future salesF) A) and B)
G) All of the above

Question 4

Which is true of doing sales work in Latin America?

Accepted Answer

A)   You might receive a hug and pat on the back as part of the greeting process.
B)   Your interactions with decision makers will be direct and efficient.
C)   Lunch with the client tends to be brief and productive.
D)   Brazilian clients conduct business in Spanish or Portuguese interchangeably.
E)   Latin Americans tend to be very punctual for appointments.F) B) and D)
G) B) and E)

Question 5

Ahmed ElShatif sells life and disability insurance to members of a large union in the Willamette Valley region. His company is the only approved insurance vendor for the union. Although he is not competing against other insurance agents, his prospects are not required to buy any insurance coverage at all. He spends an average of 20 minutes with each prospect, learning about their needs and explaining the various insurance products, and choosing the right combination for each prospect.
-Ahmed knows the insurance he sells is a good value and that it is beneficial to customers.Moreover,Ahmed is confident that most prospects have already decided to purchase the insurance.What type of close will Ahmed most likely use?

Accepted Answer

A)   assumptive
B)   direct appeal
C)   trial
D)   special options
E)   managementF) C) and D)
G) C) and E)

Question 6

Requirements posed by the customer may indicate readiness to buy.

Accepted Answer

A) True 
 B)False

Question 7

Which of the following is a major step to be followed when using the multiple options close?

Accepted Answer

A)   Review methods of payment.
B)   Create one solid product configuration for the client.
C)   Include all the bestselling products in the configuration.
D)   Introduce new products during a lull in the conversation.
E)   Concentrate on the options the prospect seems to be interested in.F) A) and E)
G) All of the above

Question 8

When a sale is lost,it is important to review the chain of events because:

Accepted Answer

A)   a client that has been lost once will be lost again
B)   the sales manager must take disciplinary action against the salesperson
C)   the salesperson should determine how to retaliate against the competition
D)   the salesperson will be able to learn from mistakes
E)   the client must decide to offer referralsF) A) and D)
G) None of the above

Question 9

Difficulties closing the sale are most likely to arise when:

Accepted Answer

A)   the salesperson is not strategically prepared for the close
B)   the "magic moment" has elapsed before the close has been attempted
C)   verbal and nonverbal clues contradict each other
D)   the customer responds positively to the trial close
E)   the salesperson has too much confidence in the closeF) A) and B)
G) All of the above

Question 10

The direct appeal works best if it occurs early in sales presentation before a prospect shows clear interest in a product.

Accepted Answer

A) True 
 B)False

Question 11

If the prospect says "no," which of the following should a salesperson LEAST likely do?

Accepted Answer

A)   Thank the prospect sincerely.
B)   Ask the prospect for future consideration.
C)   Review the chain of events to identify weaknesses.
D)   Try to reopen the presentation to confirm the decision.
E)   Seek general feedback from the prospect through probing.F) A) and E)
G) C) and D)

Question 12

Shane Chadwick is a sales representative for the Metropolitan Commuter Rail Service, selling ad space inside commuter rail train cars and stations. He has presented and negotiated to a representative from new church trying to attract members by advertising their philosophy and service times.
-Shane and the church representative spend time talking about ways to structure the deal to make it possible for the church to buy the ads.Shane offers to discount the ad space if the church pays for the printing costs.This discussion is part of:

Accepted Answer

A)   an extended close
B)   negotiations
C)   rebuilding rapport
D)   logrolling
E)   partneringF) C) and D)
G) A) and C)

Question 13

The close is a good time to deal with controversial areas and problems.

Accepted Answer

A) True 
 B)False

Question 14

An emotional response that can take various forms such as feelings of regret,fear,or anxiety is:

Accepted Answer

A)   Saturday-morning syndrome
B)   buyer's high
C)   buyer's remorse
D)   closing reluctance
E)   closing reserveF) A) and B)
G) All of the above

Question 15

There are a number of factors that will increase the odds that you will close the sale.List the guidelines for closing the sale that have universal application.

Accepted Answer

1.Focus on dominant buying motives.
2.Re...

Question 16

A(n)________ is any positive statement regarding your product or some factor relating to the sale,such as credit terms or delivery date.

Accepted Answer

The answer of A(n)________ is any positive statement regarding your...

Question 17

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

Accepted Answer

A) True 
 B)False

Question 18

The best closing method is:

Accepted Answer

A)   the one the sales manager prefers
B)   the one that is appropriate to the customer
C)   the one the salesperson has rehearsed most often
D)   either the assumptive or the summary-of-benefits close
E)   the multiple options closeF) C) and D)
G) A) and C)

Question 19

To close a sale more effectively,it helps to look at the value proposition:

Accepted Answer

A)   from the customer's point of view
B)   from the competition's point of view
C)   as a made-up concept
D)   as the objective to reach for
E)   to determine which type of close to useF) A) and E)
G) A) and D)

Question 20

An example of a trial close is when the salesperson says,"Can I get your signature here?"

Accepted Answer

A) True 
 B)False

Exam 14: Adapting the Close and Confirming the Partnership

The close is a good time to deal with controversial areas and problems.

Correct Answer
verified

If the prospect says "no," which of the following should a salesperson LEAST likely do?

Correct Answer
verified

An emotional response that can take various forms such as feelings of regret,fear,or anxiety is:

Correct Answer
verified

Requirements posed by the customer may indicate readiness to buy.

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

When a sale is lost,it is important to review the chain of events because:

Correct Answer
verified

Correct Answer
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Which is true of doing sales work in Latin America?

Correct Answer
verified

Which of the following is most likely a nonverbal clue indicating that a prospect is prepared to purchase the product?

Correct Answer
verified

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

Correct Answer
verified

A(n)________ is any positive statement regarding your product or some factor relating to the sale,such as credit terms or delivery date.

Correct Answer
verified

To close a sale more effectively,it helps to look at the value proposition:

Correct Answer
verified

The best closing method is:

Correct Answer
verified

There are a number of factors that will increase the odds that you will close the sale.List the guidelines for closing the sale that have universal application.

Correct Answer
verified
1.Focus on dominant buying motives.
2.Re...
View Answer

Once a salesperson has lost a deal,the salesperson should:

Correct Answer
verified

Difficulties closing the sale are most likely to arise when:

Correct Answer
verified

An example of a trial close is when the salesperson says,"Can I get your signature here?"

Correct Answer
verified

The direct appeal works best if it occurs early in sales presentation before a prospect shows clear interest in a product.

Correct Answer
verified

Which of the following is a major step to be followed when using the multiple options close?

Correct Answer
verified

Exam 14: Adapting the Close and Confirming the Partnership

The close is a good time to deal with controversial areas and problems.

Correct AnswerverifiedShow Answer

If the prospect says "no," which of the following should a salesperson LEAST likely do?

Correct AnswerverifiedShow Answer

An emotional response that can take various forms such as feelings of regret,fear,or anxiety is:

Correct AnswerverifiedShow Answer

Requirements posed by the customer may indicate readiness to buy.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

When a sale is lost,it is important to review the chain of events because:

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Which is true of doing sales work in Latin America?

Correct AnswerverifiedShow Answer

Which of the following is most likely a nonverbal clue indicating that a prospect is prepared to purchase the product?

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

A(n)________ is any positive statement regarding your product or some factor relating to the sale,such as credit terms or delivery date.

Correct AnswerverifiedShow Answer

To close a sale more effectively,it helps to look at the value proposition:

Correct AnswerverifiedShow Answer

The best closing method is:

Correct AnswerverifiedShow Answer

There are a number of factors that will increase the odds that you will close the sale.List the guidelines for closing the sale that have universal application.

Correct Answerverified1.Focus on dominant buying motives.2.Re...View AnswerShow Answer

Once a salesperson has lost a deal,the salesperson should:

Correct AnswerverifiedShow Answer

Difficulties closing the sale are most likely to arise when:

Correct AnswerverifiedShow Answer

An example of a trial close is when the salesperson says,"Can I get your signature here?"

Correct AnswerverifiedShow Answer

The direct appeal works best if it occurs early in sales presentation before a prospect shows clear interest in a product.

Correct AnswerverifiedShow Answer

Which of the following is a major step to be followed when using the multiple options close?

Correct AnswerverifiedShow Answer

Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
verified
1.Focus on dominant buying motives.
2.Re...
View Answer

Correct Answer
verified

Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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