Question 1

During a sales call,a prospect was in a state of visible anxiety during the early stages of the sales presentation.However,towards the end of the presentation,the prospect became friendly and appeared relaxed.This description indicates that:

Accepted Answer

Once the prospect decides to purchase a product, the pressure of the buying situation is eliminated. A state of visible anxiety changes to relaxation because your new customer believes that you are a friend.

Question 2

A T-account close is suitable if the buyer has a predetermined belief that the competitor's product is needed.

Accepted Answer

If a buyer has a predetermined belief that a competitor's product is needed, then the salesperson could use the T-account approach to show how a product's benefits are greater than a competitor's product.

Question 3

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

Accepted Answer

The use of the visual aid works well in discussing the business proposition and when closing, so visual aids should not be put away.
Multiple Choice Questions

Question 4

The T-account close is also called the minor-points close.

Accepted Answer

The T-account close is based on the process that people use when they make a decision. Some sales trainers refer to it as the Benjamin Franklin close but not the minor-points close.

Question 5

If your experience as a salesperson is typical,your close will most often take place:

Accepted Answer

A salesperson might ask someone to buy as early as the approach stage or as late as another day, but most often the close comes after the presentation. The ability to read a prospect's buying signals correctly helps a salesperson decide when and how to close a sale.

Question 6

Research shows that the summary of benefits close is the most powerful way to close a sales call.

Accepted Answer

The most powerful way to close a sales call involves a summary of benefits that interest the customer. Three out of four calls that included this closing technique in Radick's study were successful.

Question 7

Using too many closed-ended questions can result in an unsuccessful sales call.

Accepted Answer

A salesperson who asks too many closed-end questions fails to give the prospect enough time to talk. As a result, the customer is alienated and the sales call fails.

Question 8

A salesperson should attempt the close when the:

Accepted Answer

A close should be attempted when the prospect is ready, which is when the prospect is in the conviction stage of the mental buying process. A buyer can enter the conviction stage at any time during the sales presentation.

Question 9

Some prospects view the continuous-yes close as an insult to their intelligence.

Accepted Answer

In the continuous-yes close, the salesperson develops a series of benefit questions that the prospect must answer. Suspicious prospects may view a continuous-yes close as trickery or as an insult to their intelligence rather than aiding a purchase decision.

Question 10

The use of a multiple-close sequence increases the probability of losing a sale.

Accepted Answer

The use of a multiple-close sequence, combined with methods to overcome objections, enhances your chance of making a sale.

Question 11

When using the T-account close,some salespeople discuss the reasons not to buy first,followed by the reasons to buy.

Accepted Answer

Some salespeople recommend that the columns of the T-account be reversed so that the Not to Act column is on the left and the To Act column is on the right. This allows the salesperson to discuss the reasons not to buy first, followed by the reasons to buy, ending the presentation on the positive side.

Question 12

A T-account close is based on the process that people use when they make a decision by weighing the pros against the cons.

Accepted Answer

The T-account close is based on the process that people use when they make a decision using pros and cons.

Question 13

"I can defer the billing until the end of the month instead of a discount.Would you be happy with this arrangement?" This is an example of a negotiation close.

Accepted Answer

The purpose of a good sales negotiation close is not to haggle over who gets the larger slice of pie, but to find ways for everyone to have a fair deal. Both the buyer and the seller should win, as in this example.

Question 14

While working with a customer at your weekend job in a furniture store,you notice the customer is closely examining a set of patio furniture.From your study of professional selling,you know that the customer is:

Accepted Answer

By inspecting the furniture, the customer is giving nonverbal buying signals. Attempting a trial close would be the next step for the salesperson.

Question 15

The minor-points close is similar to the balance-sheet close.

Accepted Answer

The minor-points close is similar to the alternative-choice close. Both methods involve giving the buyer a choice between two options.

Question 16

The prospect is likely to be in the _____ stage of the mental buying process when ready for a close.

Accepted Answer

A close should be attempted when the prospect is ready, which is when the prospect is in the conviction stage of the mental buying process. A buyer can enter the conviction stage at any time during the sales presentation.

Question 17

A standing-room-only close is used to persuade an indecisive prospect to make a decision sooner rather than later.

Accepted Answer

The standing-room-only close motivates prospects to act immediately. The salesperson tells a prospect that failing to act now may lead to being unable to buy in the future.

Question 18

In most cases,the technology close confuses and bores prospects..

Accepted Answer

The technology close involves using a computer to show the prospect graphs and charts of past purchases and sales trends. The use of technology usually impresses buyers.

Question 19

The statement,"I'll place that order for six pallets of potting soil right now," is an example of an unethical close.

Accepted Answer

With the assumptive close, the salesperson assumes the prospect will buy. Statements can be made such as "I'll call your order in tonight" or "I'll have this shipped to you tomorrow." If the prospect does not say anything, assume the suggested order has been accepted. Such a closing method would be unethical if the prospect indicated that the order was unwanted.

Question 20

The salesperson who tells the prospect,"Since the cost of this line of plastic utensils will increase next week,can I place your order for the product today?" is using the standing-room-only close.

Accepted Answer

The standing-room-only close motivates prospects to act immediately. The salesperson tells a prospect that failing to act now may lead to being unable to buy in the future.

Quiz 13: Closing Begins the Relationship

During a sales call,a prospect was in a state of visible anxiety during the early stages of the sales presentation.However,towards the end of the presentation,the prospect became friendly and appeared relaxed.This description indicates that:

A T-account close is suitable if the buyer has a predetermined belief that the competitor's product is needed.

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

The T-account close is also called the minor-points close.

If your experience as a salesperson is typical,your close will most often take place:

Research shows that the summary of benefits close is the most powerful way to close a sales call.

Using too many closed-ended questions can result in an unsuccessful sales call.

A salesperson should attempt the close when the:

Some prospects view the continuous-yes close as an insult to their intelligence.

The use of a multiple-close sequence increases the probability of losing a sale.

When using the T-account close,some salespeople discuss the reasons not to buy first,followed by the reasons to buy.

A T-account close is based on the process that people use when they make a decision by weighing the pros against the cons.

"I can defer the billing until the end of the month instead of a discount.Would you be happy with this arrangement?" This is an example of a negotiation close.

While working with a customer at your weekend job in a furniture store,you notice the customer is closely examining a set of patio furniture.From your study of professional selling,you know that the customer is:

The minor-points close is similar to the balance-sheet close.

The prospect is likely to be in the _____ stage of the mental buying process when ready for a close.

A standing-room-only close is used to persuade an indecisive prospect to make a decision sooner rather than later.

In most cases,the technology close confuses and bores prospects..

The statement,"I'll place that order for six pallets of potting soil right now," is an example of an unethical close.

The salesperson who tells the prospect,"Since the cost of this line of plastic utensils will increase next week,can I place your order for the product today?" is using the standing-room-only close.