Question 1

Regretfully,Mathew was not successful when he asked the customer to sign up for his company's cable TV package.What should Mathew do when faced with this scenario?

Accepted Answer

All of these choices are important after an unsuccessful pitch to maintain professionalism and leave a positive impression. Staying professional and cheerful will reflect well on the company and potentially leave the door open for future opportunities. Asking for referrals is a way to gain new leads and customers. Thanking the prospect for their time shows respect and appreciation for their consideration.

Question 2

When prospects enter the conviction stage of the mental buying process,they often will provide the salesperson with buying signals.

Accepted Answer

When a prospect enters the conviction stage, they have made the decision to purchase and will often exhibit buying signals such as asking about payment options or delivery dates.

Question 3

There are many factors to consider when closing sales if you want to be more effective.Which of the following is NOT one of the factors suggested in the textbook?

Accepted Answer

The textbook suggests that the salesperson should not stop the sales process after being told no by the prospect, but rather should try to overcome any potential objections or barriers to the sale. Setting high goals for oneself is also suggested as a factor. Therefore, the option that is NOT suggested in the textbook is B.

Question 4

After a strong sales presentation,Luis asks the prospect to commit to order 200 smart phones? What should Luis do next?

Accepted Answer

The answer of After a strong sales presentation,Luis asks the...

Question 5

According to the textbook,which of the following statements about the business proposition and closing is FALSE?

Accepted Answer

The statement "try to delay as much as possible having to handle negative customer attitude" is false because it is important for salespeople to address any negative customer attitudes as soon as they arise in order to address concerns and potentially turn the sale around. Deliberately delaying this kind of communication could potentially harm the sale and the customer relationship.

Question 6

What is the main purpose of using trial closes during a sales presentation?

Accepted Answer

The main purpose of using trial closes during a sales presentation is to obtain feedback on the salesperson's offering. Trial closes are small questions or statements that help the salesperson gauge the interest and needs of the prospect. They are not intended to put pressure on the prospect or persuade them to buy, but rather to help the salesperson understand how they can best serve the prospect and address any objections or concerns they may have. Ultimately, trial closes can help the salesperson negotiate a successful sale by identifying the prospect's needs and tailoring their offering to meet those needs.

Question 7

A prospect begins by asking question about warranty and delivery dates,carefully examines the merchandise or says to their partner; "What do you think?" What kind of signal is this prospect providing?

Accepted Answer

The prospect is indicating interest in the product by asking about warranty and delivery dates and examining the merchandise. The question "What do you think?" could also imply that they are seeking approval from their partner, which could be a subtle way of indicating a buying signal. Therefore, the prospect is providing a buying signal.

Question 8

The trial close is synonymous with needs-analysis.They are both designed to uncover buyer needs.

Accepted Answer

The answer of The trial close is synonymous with needs-analysis.They...

Question 9

Danica tells her prospect that inventory of her products is running very low and that the prospect should act quickly to secure the order.What closing technique is Danica using?

Accepted Answer

Danica is using the urgency close technique by creating a sense of urgency in the prospect's mind about the limited availability of the product. This creates pressure on the prospect to act quickly before the product runs out of stock.

Question 10

An example of a strong buying signal is when the prospect begins to carefully examine the product and starts to ask questions.

Accepted Answer

When a prospect is carefully examining a product and asking questions, it is a strong indication that they are interested and considering making a purchase. These actions show that they are actively evaluating the product and trying to gather information to make an informed decision.

Question 11

Closing is the process of helping people make a decision that will benefit them.

Accepted Answer

Closing is a key part of the sales process where the salesperson helps the potential customer in making a decision to purchase a product or service that will benefit them.

Question 12

When is the best time to use a trial close?

Accepted Answer

A trial close can be used in various stages of the sales process such as after an important FAB, after addressing an objection, just before trying a real close, or when the salesperson needs buyer response. By using a trial close, a salesperson can gauge the prospect's interest and commitment level and adjust their sales pitch accordingly. Therefore, all of these times would be a good time for a trial close.

Question 13

Often the close of the sale comes after the presentation.

Accepted Answer

The close of the sale typically occurs after the presentation, as the presentation is used to persuade and inform the customer before asking for a commitment to purchase.

Question 14

The 2^nd L in the SELL sequence deals with looking out for opportunities to cross-sell other products or services.

Accepted Answer

The answer of The 2^nd L in the SELL sequence...

Question 15

Which of the following describes a common mistake that prevents a salesperson from making a successful sales call?

Accepted Answer

The answer of Which of the following describes a common...

Question 16

Which of the following is NOT a recommended closing technique to use if you the salesperson are dealing with an indecisive prospect?

Accepted Answer

The compliment close is not typically recommended for indecisive prospects as it focuses on flattery rather than addressing the prospect's indecision or concerns directly.

Question 17

What should a professional salesperson be able to do to improve his/her sales performance?

Accepted Answer

All of these choices are important for a professional salesperson to improve their sales performance. Asking questions to gather information helps to understand the customer's needs and desires. Recognizing how the benefits of the product satisfy the customer's needs helps to tailor the sales pitch to match their needs. Establishing a balanced dialogue with customers builds a rapport and trust, enabling them to feel more comfortable about purchasing from the salesperson. Finally, using a benefit summary and action plan requiring commitment when closing helps to finalize the sale and ensure that customers commit to purchasing the product. Therefore, all of these choices are essential for a professional salesperson to improve their sales performance.

Question 18

At the end of their discussion about her products,Sophia pulls out her tablet and shows the prospect graphs,bar charts and profit trends that drive home the points Sophia was trying to make to sell her product.What closing technique is Sophia using to improve the probability of having a successful sales presentation?

Accepted Answer

Sophia is using technology to close the sale by showing graphs, bar charts, and profit trends that reinforce the benefits of her product. This is referred to as a technology close.

Question 19

Closing techniques should be chosen based on the specific situation you are facing.Which of the following bundles of techniques are likely to prove effective in dealing with an indecisive prospect?

Accepted Answer

The techniques in option A, such as alternative choice, summary, minor points, T-account, urgency, probability, and negotiation, are designed to help guide an indecisive prospect towards making a decision by providing options, summarizing benefits, addressing minor concerns, and creating a sense of urgency.

Question 20

Before addressing an objection makes for a great time to trial close.

Accepted Answer

The answer of Before addressing an objection makes for a...

Quiz 11: Closing the Beginning of a New Relationship