Question 1

The main reason to perform the confirmation step is to:

Accepted Answer

The main reason for performing the confirmation step is to prevent or reduce buyer's remorse. This step ensures that the customer has understood the benefits of the product or service, and that they are truly interested in making the purchase. By reviewing the key features of the product and confirming that the customer's needs are being met, the salesperson can address any remaining doubts or concerns, which can help prevent the customer from feeling regretful about their purchase later on.

Question 2

When a buyer wonders whether she/he has made the right decision,it is called:

Accepted Answer

Buyer's remorse is the feeling of doubt or regret after making a purchase decision. It is common among consumers, especially after making expensive or important purchases, such as a car, a home, or a wedding dress. The buyer may second-guess themselves and wonder if they chose the right product or if they paid too much.

Question 3

When planning strategically for closing the sale,all of the following activities are appropriate except:

Accepted Answer

Planning a presentation that involves pressuring the customer to take immediate action is not an appropriate activity for strategically closing the sale. It may create discomfort or distrust in the customer and lead to lost sales in the future. The other options (A, B, C, and D) are all appropriate and necessary activities for closing the sale.

Question 4

Miguel has had three estimates on a home alarm system and the prices are all very close.The last sales representative has indicated if Miguel purchases the alarm now he will receive a 10% discount.The type of close used is:

Accepted Answer

The sales representative is offering a special concession (a 10% discount) if Miguel purchases the alarm now. This is a special type of close known as a special concession close.

Question 5

The summary-of-benefits close should be used:

Accepted Answer

The summary-of-benefits close is most effective after a good demonstration because it allows the salesperson to recap the key benefits and features that were shown, reinforcing the value proposition and encouraging the buyer to make a decision.

Question 6

The most direct closing approach,which has the advantages of clarity and simplicity is the:

Accepted Answer

The most direct closing approach that emphasizes clarity and simplicity is the direct appeal close. It involves asking the customer for their business in a straightforward manner using strong language and making a direct appeal to their emotions or desires.

Question 7

Rothesay makes a closing attempt at an opportune time during the sales presentation to encourage the customer to reveal readiness or willingness to buy.He is using:

Accepted Answer

Rothesay is using a trial close, which is a technique used to gauge the customer's interest level and see if they are ready to buy. By making a closing attempt at an opportune time, Rothesay is trying to get a sense of the customer's readiness or willingness to buy. This allows him to adjust his approach accordingly and increase the chances of making a sale.

Question 8

When a sales person tries to use two or more closing methods at the same time it is called:

Accepted Answer

When a sales person tries to use two or more closing methods at the same time, it is called a combination close. This approach can be effective if done correctly, but if it comes across as manipulative or confusing to the buyer, it can harm the sales process. Therefore, this option strikes the right balance between flexibility and caution, making it the best choice among the given options.

Question 9

The assumption close should be used:

Accepted Answer

The assumption close should be used at the end of the presentation. This is because it is a closing technique designed to secure a commitment from the prospect. It should be used after other closing techniques have been employed, such as trial closes, to gauge the prospect's interest and move the sale forward.

Question 10

Shaneil has given her sales presentation to the Zanza Clothing Company.The buyer seems very interested so Shaneil asks,"Will next Friday be okay for delivery?" The type of close she is using is:

Accepted Answer

The assumption close involves assuming that the prospect has already made the decision to buy and asking for the details of the sale, such as delivery date. Shaneil is assuming that the buyer has agreed to make a purchase and is asking for confirmation on the delivery date.

Question 11

Sara is sending Ira a closing clue.She leans forward and her facial expression shows genuine interest.Her clue is what type?

Accepted Answer

Sara's leaning forward and her facial expression both indicate nonverbal communication. The fact that she shows genuine interest suggests that this is an intentional form of communication, rather than incidental.

Question 12

Zoe sold Mr.Macklin an outdoor pool and quoted him the cost of the pool.He has checked the competitor's price and decided to go with Zoe's pool.She tells him about the cost of installation and accessories.Mr.Macklin backs out of the sale.Why?

Accepted Answer

Mr. Macklin backed out of the sale after learning about the cost of installation and accessories that came as a surprise to him. This indicates that Zoe may have not disclosed these extra fees earlier, which eventually made Mr. Macklin feel uneasy about the purchase.

Question 13

Cybil is giving Ira a closing clue by saying,"Our staff will not need to be trained to use this equipment." Her clue is what type?

Accepted Answer

Cybil's clue is a type of recognition clue because it indicates that the staff's existing knowledge or skill set is recognized as sufficient for using the new equipment, without the need for additional training.

Question 14

Michael has been working on his confirmation step of the close.This involves:

Accepted Answer

The answer of Michael has been working on his confirmation...

Question 15

The close which can help a salesperson gauge a buyer's attitude towards the actual purchase is a:

Accepted Answer

A trial close is used to test the buyer's readiness to make a purchase by asking questions that suggest the salesperson is assuming the sale. This helps the salesperson gauge the buyer's attitude towards the purchase and adjust their approach accordingly. The other options may be useful in different situations, but do not specifically address the task of assessing the buyer's readiness to make a purchase.

Question 16

When the sales person gives the prospect several options to consider and tries to assess the prospect's degree of interest in each,it is called:

Accepted Answer

This situation is describing the multiple option close where the salesperson presents several options to the prospect and gauges their interest in each one. The other options listed are not applicable to this scenario.

Question 17

When a buyer does not show willingness to buy,it is appropriate to:

Accepted Answer

Reopening the presentation allows the salesperson to revisit the benefits and value of the product or service, possibly addressing the buyer's concerns or objections. It also gives the salesperson another opportunity to create interest and desire for the product. The other options (A, B, D, and E) are unethical and could damage the salesperson's reputation and relationship with the buyer.

Question 18

Mary-Anne is giving Ira a closing clue by saying,"What type of warranty do you provide." Her clue is what type?

Accepted Answer

The answer of Mary-Anne is giving Ira a closing clue...

Question 19

"We have two models of Air-conditioners.The BRZ460 and the BRZ570.Which of these do you prefer?".This is an example of:

Accepted Answer

This is a multiple options close, which presents the customer with two options to choose from. It allows the customer to make a choice and provides insight into their preferences and needs, making it easier to close the sale.

Question 20

Morgan tells Mr.Bushe that his product: 1)is economical,2)warranted for five years,and 3)his company will train Mr.Bushe's staff to use the product.Morgan is using what type of close?

Accepted Answer

Morgan is summarizing the benefits of his product by stating that it is economical, has a warranty for five years, and his company will provide training for Mr. Bushe's staff. This is a clear example of a summary of benefits close.

Quiz 14: Adapting the Close and Confirming the Partnership