Question 1

Matching&#10;&#10;-Showing disappointment when the buyer refuses to purchase the product&#10;A) inappropriate during the close&#10;B) appropriate during the close&#10;C) appropriate during preapproach&#10;D) special concession close&#10;E) aggressive closing techniques&#10;F) closing clues&#10;G) before attempting to close the sale.&#10;H) verbal closing clue

Accepted Answer

Showing disappointment when the buyer refuses to purchase the product is considered inappropriate during the close as it can create a negative impression and damage the relationship with the buyer.

Question 2

Matching&#10;&#10;-Using the direct appeal close when selling to a decisive buyer&#10;A) inappropriate during the close&#10;B) appropriate during the close&#10;C) appropriate during preapproach&#10;D) special concession close&#10;E) aggressive closing techniques&#10;F) closing clues&#10;G) before attempting to close the sale.&#10;H) verbal closing clue

Accepted Answer

Using the direct appeal close is appropriate during the close when selling to a decisive buyer because such buyers appreciate straightforwardness and are likely to respond positively to a direct request for a decision.

Question 3

Matching&#10;&#10;-Preparing your-self to do everything possible to help your prospect do intelligent comparison shopping&#10;A) inappropriate during the close&#10;B) appropriate during the close&#10;C) appropriate during preapproach&#10;D) special concession close&#10;E) aggressive closing techniques&#10;F) closing clues&#10;G) before attempting to close the sale.&#10;H) verbal closing clue

Accepted Answer

Preparing yourself to help your prospect do intelligent comparison shopping is appropriate during the preapproach stage, as it involves gathering information and understanding the prospect's needs before engaging in the sales process.

Question 4

Matching&#10;&#10;-Forestalling the tough points until later in the close&#10;A) inappropriate during the close&#10;B) appropriate during the close&#10;C) appropriate during preapproach&#10;D) special concession close&#10;E) aggressive closing techniques&#10;F) closing clues&#10;G) before attempting to close the sale.&#10;H) verbal closing clue

Accepted Answer

Forestalling tough points until later in the close is inappropriate because it can lead to unresolved objections and hinder the closing process.

Question 5

Matching&#10;&#10;-Waiting until the close to reveal information that may surprise the prospect&#10;A) inappropriate during the close&#10;B) appropriate during the close&#10;C) appropriate during preapproach&#10;D) special concession close&#10;E) aggressive closing techniques&#10;F) closing clues&#10;G) before attempting to close the sale.&#10;H) verbal closing clue

Accepted Answer

Revealing surprising information at the close is inappropriate as it can undermine trust and derail the sale.

Question 6

Matching&#10;&#10;-Reemphasizing benefits to gain a favorable decision&#10;A) inappropriate during the close&#10;B) appropriate during the close&#10;C) appropriate during preapproach&#10;D) special concession close&#10;E) aggressive closing techniques&#10;F) closing clues&#10;G) before attempting to close the sale.&#10;H) verbal closing clue

Accepted Answer

Reemphasizing benefits during the close is appropriate as it reinforces the value proposition and helps in persuading the customer to make a favorable decision.

Question 7

Matching&#10;&#10;-Using a trial close in the form of a confirmation question&#10;A) inappropriate during the close&#10;B) appropriate during the close&#10;C) appropriate during preapproach&#10;D) special concession close&#10;E) aggressive closing techniques&#10;F) closing clues&#10;G) before attempting to close the sale.&#10;H) verbal closing clue

Accepted Answer

Using a trial close in the form of a confirmation question is appropriate during the close as it helps gauge the customer's readiness to make a purchase decision.

Question 8

Matching&#10;&#10;-A close in which you offer something extra to the buyer for acting immediately&#10;A) inappropriate during the close&#10;B) appropriate during the close&#10;C) appropriate during preapproach&#10;D) special concession close&#10;E) aggressive closing techniques&#10;F) closing clues&#10;G) before attempting to close the sale.&#10;H) verbal closing clue

Accepted Answer

The special concession close involves offering something extra to the buyer as an incentive to encourage them to make a purchase decision immediately.

Question 9

Matching&#10;&#10;-Using the direct-appeal closing method after the prospect steps back to admire the product following the demonstration&#10;A) inappropriate during the close&#10;B) appropriate during the close&#10;C) appropriate during preapproach&#10;D) special concession close&#10;E) aggressive closing techniques&#10;F) closing clues&#10;G) before attempting to close the sale.&#10;H) verbal closing clue

Accepted Answer

Using the direct-appeal closing method is appropriate during the close, especially when the prospect shows interest or admiration for the product after a demonstration.

Question 10

Matching&#10;&#10;-Asking for the order more than once&#10;A) inappropriate during the close&#10;B) appropriate during the close&#10;C) appropriate during preapproach&#10;D) special concession close&#10;E) aggressive closing techniques&#10;F) closing clues&#10;G) before attempting to close the sale.&#10;H) verbal closing clue

Accepted Answer

Asking for the order more than once is appropriate during the close as it can help to ensure that the customer is ready to make a decision and can address any remaining objections or concerns.

Question 11

Matching&#10;&#10;-Multi-call sales presentations and longer sales cycles require&#10;A) inappropriate during the close&#10;B) appropriate during the close&#10;C) appropriate during preapproach&#10;D) special concession close&#10;E) aggressive closing techniques&#10;F) closing clues&#10;G) before attempting to close the sale.&#10;H) verbal closing clue

Accepted Answer

The answer of Matching&#10;&#10;-Multi-call sales presentations and longer sales cycles...

Question 12

Matching&#10;&#10;-buying signals&#10;A) inappropriate during the close&#10;B) appropriate during the close&#10;C) appropriate during preapproach&#10;D) special concession close&#10;E) aggressive closing techniques&#10;F) closing clues&#10;G) before attempting to close the sale.&#10;H) verbal closing clue

Accepted Answer

The answer of Matching&#10;&#10;-buying signals&#10;A) inappropriate during the close&#10;B) appropriate...

Question 13

Matching&#10;&#10;-Controversial issues and tough points should be negotiated&#10;A) inappropriate during the close&#10;B) appropriate during the close&#10;C) appropriate during preapproach&#10;D) special concession close&#10;E) aggressive closing techniques&#10;F) closing clues&#10;G) before attempting to close the sale.&#10;H) verbal closing clue

Accepted Answer

The answer of Matching&#10;&#10;-Controversial issues and tough points should be...

Question 14

Matching&#10;&#10;-Indication customers are preparing to make a buying decision&#10;A) inappropriate during the close&#10;B) appropriate during the close&#10;C) appropriate during preapproach&#10;D) special concession close&#10;E) aggressive closing techniques&#10;F) closing clues&#10;G) before attempting to close the sale.&#10;H) verbal closing clue

Accepted Answer

The answer of Matching&#10;&#10;-Indication customers are preparing to make a...

Question 15

Matching&#10;&#10;-&#34;What interest rate are you offering at this time&#34; is a&#10;A) inappropriate during the close&#10;B) appropriate during the close&#10;C) appropriate during preapproach&#10;D) special concession close&#10;E) aggressive closing techniques&#10;F) closing clues&#10;G) before attempting to close the sale.&#10;H) verbal closing clue

Accepted Answer

The answer of Matching&#10;&#10;-&#34;What interest rate are you offering at...

Deck 14: Adapting the Close and Confirming the Partnership