Question 1

In which stage of the sales process do most experienced salespersons close the deal?

Accepted Answer

Most experienced salespersons close the deal immediately after the presentation, as this is when the customer's interest and engagement are the highest. Closing the deal during the pre-approach or after buying signals have been erased is unlikely, while closing directly after the follow-up may be too soon, and the customer may need more time or information before making a decision.

Question 2

To become a truly professional salesperson,you must be able to close under fire.What does the expression "close under fire" mean to a salesperson?

Accepted Answer

D

Question 3

Marjorie has just answered a question about her product's limited warranty.Which of the following statements would deal best with any other underlying objections?

Accepted Answer

Option A acknowledges that there might be underlying objections to the sale beyond warranty issues and invites the customer to voice them. It shows that the salesperson is willing to address any concerns the customer may have before moving on to the sale. Option B, C, and D may come across as too pushy or dismissive of the customer's concerns.

Question 4

The prospect asks a person from a neighbouring office to come in and asks what she thinks about your proposition.In what stage of the buying process is the prospect likely in?

Accepted Answer

The prospect is in the conviction stage as they are seeking validation and opinions from others before making a decision. They have already shown interest in the proposition and are now looking for more information to convince themselves to take action.

Question 5

One of your most inexperienced colleagues is having problems closing deals.She asks for your advice given your reputation as a "closer." Which of the following is NOT an advice you would provide her?

Accepted Answer

Option E is not a good advice because although relying on natural abilities may work in some situations, when dealing with important deals it's important to be well-prepared and anticipate potential objections. Therefore, it's better to prepare in advance instead of just going with the flow. The other options are good advice for closing deals.

Question 6

The textbook offers several great tips on how to close more consistently.Which of the following tips are referenced in the textbook?

Accepted Answer

All of these choices are referenced in the textbook as effective ways to close more consistently. Tailoring your close to each prospect helps create a personalized approach, ensuring that the prospect feels heard and valued. Being sure your prospect understands any jargon you may use makes the conversation more clear and straightforward. Never stopping at the first "no" shows resilience and persistence and can often lead to the prospect offering another objection that can be resolved. Finally, after asking for the order, being silent allows the prospect time to consider and respond, avoiding the temptation to fill the silence with unnecessary chatter.

Question 7

What should a professional salesperson do immediately after saying the following: "Great,shall I put in an order for 1000 units at $1.00 each to be delivered in the next few days?"

Accepted Answer

Being totally silent and patiently waiting for a reply from the prospect is the correct approach after asking a closing question. This gives the prospect time to consider their response and allows them to feel in control of the decision-making process.

Question 8

What does the E in the SELL sequence remind you the salesperson to do during a sales presentation?

Accepted Answer

The "E" in the SELL sequence stands for "explain the advantage," reminding the salesperson to clearly communicate the benefits of the product or service to the customer.

Question 9

Which of the following statement about the first L in the SELL sequence is correct?

Accepted Answer

The answer of Which of the following statement about the...

Question 10

Arthur is a sales trainer.One of the salespeople Arthur works with named Regina finds the close is the hardest part of the sales presentation.Arthur knows that to help Regina he has to determine why she finds closing so hard.What are potential areas Arthur should explore about Regina's challenges with closing?

Accepted Answer

All of these choices are potential factors contributing to Regina's challenges with closing. It is important for Arthur to determine which of these factors (or a combination of them) are most relevant for Regina and work with her to address them.

Question 11

Which of the following is NOT a correct statement dealing with a salesperson who wants to close more business?

Accepted Answer

Avoiding asking for the order more than twice is incorrect. Salespeople should not give up too easily and should try different tactics to close the sale. The other options (A, C, D, E) are all correct strategies for a salesperson looking to close more business.

Question 12

What process involves the showing of a product feature,explaining the advantage,leading into a benefit,and then letting the customer talk by asking a question?

Accepted Answer

The process described in the question is the SELL sequence. SELL stands for showing a product feature, explaining the advantage, leading into a benefit, and then letting the customer talk by asking a question. This is a common technique used in sales to engage the customer in the product and highlight its benefits.

Question 13

You are selling golf carts to a country club manager.The manager agrees to order three dozen carts.What should you do after finalizing the sale?

Accepted Answer

The answer of You are selling golf carts to a...

Question 14

Which of the following is the best example of a proper trial close performed by a salesperson selling to a buyer at the head office of a large drug store chain?

Accepted Answer

The answer of Which of the following is the best...

Question 15

The prospect begins to review the purchase contract and starts to ask detailed questions about the product's warranty and how long will it take for the product to be delivered.What should the salesperson do next?

Accepted Answer

The salesperson should answer the prospect's questions and then ask for the business. This shows that the salesperson is knowledgeable about the product and can address any concerns the prospect may have. It also keeps the sales process moving forward towards closing the sale.

Question 16

Which of the following is/are NOT correct description(s)of the acronym SELL?

Accepted Answer

The answer of Which of the following is/are NOT correct...

Question 17

While working with a customer at your weekend job at a plant nursery,you notice he is closely examining a garden cart,closely measuring the dimensions of the cart and contents.What is this customer indicating to the salesperson?

Accepted Answer

The customer's behavior suggests that he is interested in purchasing the garden cart, and is likely assessing whether it will meet his needs. This is a buying signal, indicating that he may be ready to make a purchase if a salesperson can help him find the right product.

Question 18

The textbook recommends a minimum number of times a salesperson should attempt to close "before you count yourself out of the sale." What is that minimum number?

Accepted Answer

The textbook recommends a minimum of three attempts to close the sale before giving up. This allows the salesperson to demonstrate persistence and determination, while also giving the prospect enough opportunities to consider and possibly accept the offer. However, it is important to note that the number of attempts may need to be adjusted based on the specific situation and prospect.

Question 19

Which of these conditions are perfect opportunities to use a trial close?

Accepted Answer

All of these conditions present ideal opportunities to use a trial close. A trial close is a technique used by salespeople to gauge the prospect's interest in the product or service being offered. It involves asking for feedback or a small commitment from the prospect to test the waters and see how receptive they are to the proposal. Using trial closes after important FABs, addressing objections, and mentioning key product features can help the salesperson to identify where the prospect is in the buying process and adjust their pitch accordingly. Similarly, trial closes can be used to obtain feedback, ensuring that the sales conversation is progressing in the right direction.

Question 20

Which of the following describes a good time to use a trial close?

Accepted Answer

A trial close is used after answering an objection to gauge the prospects' interest in the product or service being offered. This helps the salesperson in knowing how best to proceed in the sales process. It would not be appropriate to use a trial close during the prospecting stage, immediately after the introduction or after closing the sale as it may disrupt the natural flow of the conversation and cause confusion for the prospect.

Quiz 11: Closing the Beginning of a New Relationship