Question 1

Offsetting an undeniable objection by balancing it with an important buying benefit represents a boomerang close.

Accepted Answer

A boomerang close involves turning an objection into a reason to buy, not just balancing it with a benefit.

Question 2

Turning an objection around so that it becomes a reason for buying is known as a boomerang close.

Accepted Answer

The boomerang close is a sales technique where an objection is reframed as a benefit or reason to purchase, effectively turning the objection into a selling point.

Question 3

If a prospect does not have a current need, but may have one in the future, the salesperson can ask for a commitment from the prospect to purchase at a future time is called a future order close.

Accepted Answer

A future order close is a sales technique used to secure a commitment from a prospect to purchase at a future time, even if they do not have a current need.

Question 4

Asking the prospect to provide a clarification as to when an order will be placed, as opposed to if an order will be placed refers to a counterbalance close.

Accepted Answer

The answer of Asking the prospect to provide a clarification...

Question 5

The stimulus-response close asks the prospect to assign a quantified likelihood of signing a sales contract in the near future.

Accepted Answer

The answer of The stimulus-response close asks the prospect to...

Question 6

The probability close gets the prospect to accept the advice offered without giving it a great deal of thought. A salesperson could indicate that the many customers who have purchased the product have reported high levels of satisfaction, thereby suggesting that the prospect should purchase it.

Accepted Answer

The answer of The probability close gets the prospect to...

Question 7

The stimulus-response close uses a sequence of leading questions to make it easier for the prospect to say yes when finally asked for the order.

Accepted Answer

The stimulus-response close is a sales technique that involves asking a series of questions designed to elicit positive responses, making it more likely for the prospect to agree to the final request or order.

Question 8

The minor points close secures favorable decisions on several minor points, leading to eventual purchase of the product.

Accepted Answer

The minor points close is a sales technique that involves getting the customer to agree on small points, which can lead to a favorable decision to purchase the product.

Question 9

The suggestion close suggests that the opportunity to buy is brief because demand is high and the product is in short supply.

Accepted Answer

The answer of The suggestion close suggests that the opportunity...

Question 10

Warning the prospect about some upcoming event that makes it more advantageous to buy now is known as the advantage close.

Accepted Answer

The answer of Warning the prospect about some upcoming event...

Question 11

The impending event close lets the prospect use the product for a while and, as with a puppy, an emotional attachment may develop, leading to a purchase.

Accepted Answer

The answer of The impending event close lets the prospect...

Question 12

The compliment close praises prospects for raising interesting and intelligent questions to flatter their egos and lead them to sign the sales order.

Accepted Answer

The compliment close is a sales technique used to flatter prospects and make them feel good about themselves. This can lead them to be more receptive to the sales pitch and more likely to sign the sales order.

Question 13

In using the summary close, salespeople identify a number of merits for purchasing a product, but save a few to use if the prospect exhibits resistance yet again.

Accepted Answer

The answer of In using the summary close, salespeople identify...

Question 14

The ask-for-the-order close is used to break the "choke-hold" that a competing firm has over a prospect's business by suggesting that the prospect needs an alternative supplier to reduce the risk of being dependent on one supplier.

Accepted Answer

The ask-for-the-order close is a sales technique where the salesperson directly asks the prospect to make a purchase decision, rather than focusing on breaking a competitor's hold or suggesting alternatives.

Question 15

The ask-for-the-order close asks the prospect a series of questions, start filling out basic information on the contract or order form.

Accepted Answer

The ask-for-the-order close involves asking the prospect questions to gather information and start filling out the contract or order form.

Question 16

The summary close summarizes the advantages and disadvantages of buying the product before asking for the order.

Accepted Answer

The summary close summarizes the advantages and disadvantages of buying the product before asking for the order, so the customer can make an informed decision.

Question 17

The summary close requires a salesperson to pose several leading questions to which the prospect has little choice but to respond in an affirmative manner.

Accepted Answer

The answer of The summary close requires a salesperson to...

Question 18

The benefits close requires the salesperson to identify and present a synopsis of the various salient benefits that the sales solution offers.

Accepted Answer

The benefits close is a sales technique where the salesperson highlights the key advantages and benefits of the product or service to persuade the customer to make a purchase decision.

Question 19

In employing the negotiation close the salesperson simply hands the prospect a pen along with the contract, and frequently the prospect, almost by reflex, will sign.

Accepted Answer

The negotiation close involves discussing and resolving any objections or concerns the prospect may have, rather than simply handing them a pen and contract.

Question 20

In the negotiation close both the buyer and the salesperson make a compromise, thus ensuring a "win-win" agreement.

Accepted Answer

In a negotiation close, both parties typically make concessions to reach a mutually beneficial agreement, which is often referred to as a "win-win" situation.

Quiz 4: The Selling Process