Question 1

When the wedding planner asked the engaged couple if they wanted an unforgettable wedding,the couple responded in the affirmative.Then the planner asked,"Do you want your guests to enjoy the day as much as you will?" The couple again said,"Yes." "You know one of the ways that people remember a wedding is by how wonderful the reception is.Do you want to have a memorable reception?" This time the couple nodded,"of course." Then the wedding planner asked,"Do you want me to use my best judgment to guarantee that you have a marvelous wedding day?" With that last remark answered in the affirmative,the couple signed a contract authorizing the wedding planner to design their wedding festivities.The wedding consultant used a(n)_____ close.

Accepted Answer

The wedding consultant used a continuous-yes close, a technique where the seller asks a series of questions designed to receive affirmative answers, leading the buyer to be more agreeable to making a commitment.

Question 2

Like the alternative-choice close,the _______ close asks the prospect to select between two options.

Accepted Answer

The alternative-choice close and the minor points close are both types of closing techniques that involve presenting the prospect with a choice between two options. However, the minor points close specifically focuses on minor details or differences between two options, whereas the alternative-choice close can be used for any two options. Therefore, A is the best choice as it best fits the description in the question.

Question 3

According to the text,if a compliment close is inappropriate a salesperson should use the ________ close instead.

Accepted Answer

The summary-of-benefits close is appropriate when a compliment close is deemed inappropriate because it focuses on summarizing the benefits of the product or service, rather than relying on personal flattery or compliments. This method helps reinforce the value proposition to the customer.

Question 4

The salesperson was selling the couple a garden tub with water jets for their new bathroom.He said,"You'll be the envy of all your friends with this great tub.It will be the pièce de résistance in your new bath." When his first close failed,he asked,"Will you want to use clear or white caulk to install your new tub?" What type of close did the salesperson use the second time?

Accepted Answer

The answer of The salesperson was selling the couple a...

Question 5

Which of the following is true regarding the summary-of-benefits close?

Accepted Answer

The summary-of-benefits close involves presenting the prospect with a list of benefits and showing how the product/service meets their specific needs. The SELL sequence (Show the feature, Explain the advantage, Lead into the benefit, Let the customer talk) and FAB (Features, Advantages, Benefits) statements can be utilized to create the summary of benefits. It is a commonly used method to close a sale, especially in industrial settings.

Question 6

A salesperson can easily adapt FAB statements and the SELL Sequence to make a(n)_____ close.

Accepted Answer

FAB statements (Features, Advantages, Benefits) and the SELL Sequence (Show feature, Explain advantage, Lead into benefit, Let customer talk) are designed to highlight the benefits of a product or service. By summarizing these benefits, a salesperson can effectively make a summary-of-benefits close, persuading the customer by emphasizing how the product's features will specifically benefit them.

Question 7

The salesperson is trying to convince a buyer to purchase a Little Wonder Snow Blower.When the salesperson says,"This blower has a 13HP engine for power,three large,ball-bearing pneumatic wheels so it won't get stuck in drifts,and an adjustable,ergonomically-designed handle." The salesperson is using a(n)_____ close.

Accepted Answer

The salesperson is summarizing the benefits of the Little Wonder Snow Blower by highlighting its powerful engine, large wheels, and ergonomic handle. This is a summary-of-benefits close, aimed at convincing the buyer of the value of the product.

Question 8

The salesperson is trying to convince a prospective buyer to buy his professional hair salon products.The salesperson says,"These products have an advantage over other market products because they are not animal-tested.They use only organic ingredients and are available in five different strengths." The salesperson is using the:

Accepted Answer

The salesperson is using the summary-of-benefits close by highlighting the advantages of the product - not animal-tested, organic ingredients, and available in five different strengths. This is aimed at convincing the prospective buyer of the product's value and benefits.

Question 9

"As I understand it,you like the rotating handles,blade length,and weight of these pruning shears." The salesperson is using the _____ close.

Accepted Answer

The salesperson is summarizing the benefits of the pruning shears that the customer likes, which is a technique used in the summary-of-benefits close. This method involves highlighting the key features and benefits that appeal to the customer to encourage a purchase decision.

Question 10

The car salesperson says to the prospect,"I have written down all the reasons why you should buy the new Ford Expedition.I think this might convince you that this is the car for your family." The car salesperson was using a(n)_____ close.

Accepted Answer

The answer of The car salesperson says to the prospect,"I...

Question 11

Which of the following is the main similarity between the minor-points close and the alternate-choice close?

Accepted Answer

Both the minor-points close and the alternate-choice close require the buyers to make a decision between two options. In the minor-points close, the salesperson presents different minor points or factors to persuade the buyer to make a decision. In the alternate-choice close, the salesperson presents two options for the buyer to choose from, both of which are beneficial.

Question 12

Gary Tucker is a senior salesperson at a retail showroom of Ford Motor Company.He sells more than 50 cars every month and often uses the minor-points close to get the order from clients.Which of the following statements is most likely an example of Gary's minor-points close?

Accepted Answer

The minor-points close technique involves asking specific questions that require a "yes" or "no" answer from the customer, which helps to guide them towards a decision. In this case, asking whether the customer prefers tan or black leather seats is an example of a minor-points close because it is a specific question that requires a straightforward answer from the customer, and it helps the customer to imagine owning the car with their preferred seat color. The other options may be questions that Gary asks during the sales process, but they are not necessarily examples of a minor-points close.

Question 13

As the salesperson hands the retail store buyer the sunglasses,he asks,"You like the fit,the color,and how these glasses darken,right?" What the salesperson said is an example of the _____ close.

Accepted Answer

The answer of As the salesperson hands the retail store...

Question 14

Which of the following does NOT hold true of the minor-points close?

Accepted Answer

The minor-points close involves presenting small details or features of the product to close the sale, rather than giving a choice between two different products. Therefore, option C is the only statement that does not hold true for the minor-points close.

Question 15

"Would you prefer the 16-inch or 12-inch hedge clippers?" Which type of close is being used?

Accepted Answer

The answer of "Would you prefer the 16-inch or 12-inch...

Question 16

Which of the following statements is the best example of a minor-points close?

Accepted Answer

The statement "Do you want those pillows in maroon or ebony?" is an example of a minor-points close because it focuses on a minor detail (the color of the pillows) rather than the overall purchase.

Question 17

The questions in the continuous-yes close should be:

Accepted Answer

The questions in a continuous-yes close should be based on the benefits of the specific product being offered. This allows the salesperson to highlight the product's advantages and specific features, while also encouraging the prospect to agree with the benefits being presented. Open-ended questions may not lead the prospect to the desired answer, while negative responses or weakness of the competition are unlikely to generate agreement or enthusiasm for the product. Including the questions as part of a brief product questionnaire could be a useful strategy for gathering information, but it may not be the best approach for closing the sale.

Question 18

The _____ close requires the salesperson to ask the prospect a series of benefit questions.

Accepted Answer

The continuous-yes close is like the summary close. However, instead of summarizing product benefits, the salesperson develops a series of benefit questions that the prospect must answer.

Question 19

Even though Joseph and Heidi had not placed their order,the salesperson asked the couple,"Would you prefer delivery of this shower enclosure Thursday or Saturday?" This question is an example of a(n)_____ close.

Accepted Answer

The answer of Even though Joseph and Heidi had not...

Question 20

When the salesperson helps her prospect make a two-column list with reasons in favor of buying on one side and reasons against buying on the other,she is using the _____ close.

Accepted Answer

The T-account close involves creating a two-column list with reasons for and against buying. This helps the prospect weigh the options and make a decision.

Quiz 12: Closing Begins the Relationship