Question 1

To become a truly professional salesperson, you must be able to close under fire, which means to:
A) ignore the prospect's order objections.
B) shift the burden of proof to the prospect.
C) deal with interruptions and continue a presentation.
D) ask for an order even when the prospect is in a bad mood.
E) ask for a larger than normal order even when unnecessary.

Accepted Answer

Closing under fire means being able to ask for an order even when the prospect is in a bad mood, demonstrating resilience and professionalism in challenging situations.

Question 2

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:
A) prospecting.
B) trying to be left alone.
C) sending a buying signal.
D) attempting to make a trial close.
E) showing objections to the product.

Accepted Answer

When a customer is closely examining a product, it is often a sign that they are interested and considering purchasing it. This is known as a buying signal.

Question 3

A(n) ________ refers to anything prospects say or do indicating they are ready to buy.
A) opening moment
B) buying signal
C) sale inducer
D) closer
E) trigger point

Accepted Answer

A buying signal is the correct term used to describe any action or statement by a prospective buyer indicating they are ready to make a purchase.

Question 4

According to the text, ________ should be the easiest part of the presentation.
A) prospecting
B) the approach
C) demonstrating the product
D) handling objections
E) closing the sale

Accepted Answer

The answer of According to the text, ________ should be...

Question 5

When should a salesperson attempt to close the sale?
A) When the prospect is at the desire stage of the mental buying process.
B) When the prospect is ready.
C) When the salesperson is ready.
D) After every trial close.
E) After the sales presentation.

Accepted Answer

A salesperson should attempt to close the sale when the prospect is ready, as this indicates they have shown sufficient interest and are likely to make a purchase decision.

Question 6

You are selling skiwear to the manager of a large ski resort. The manager has agreed to order ten down-filled jackets. After finalizing the sale, you should:
A) spend some more time with the client to build a trusting relationship.
B) explain the terms and conditions of the sale again.
C) use a trial close to try to get additional sales.
D) collect the order and leave.
E) invite the client to lunch.

Accepted Answer

After finalizing the sale and receiving the order for ten jackets, the appropriate next step is to collect the order and leave. This shows professionalism and efficiency in handling the transaction. Spending more time with the client or inviting them to lunch may not be necessary at this point and may even be seen as pushy or trying too hard to build a relationship. Explaining the terms of the sale again or using a trial close could potentially confuse or irritate the client, who has already agreed to the terms and made the purchase.

Question 7

Which of the following statements about buying signals is TRUE?
A) Buying signals hint the prospect is in the interest stage of the buying process.
B) Buying signals are always nonverbal.
C) Buying signals indicate the prospect is ready to voice objections.
D) A buying signal occurs when a prospect carefully scrutinizes the salesperson's product.
E) A buying signal is always communicated orally.

Accepted Answer

A buying signal occurs when a prospect carefully scrutinizes the salesperson's product, as it indicates interest and consideration, suggesting they are closer to making a purchase decision.

Question 8

A salesperson should try to close a sale at least ________ time(s).
A) one
B) two
C) three
D) five
E) seven

Accepted Answer

Sales experts often suggest attempting to close a sale at least three times, as persistence can help overcome initial objections and lead to a successful sale.

Question 9

After the pharmaceutical salesperson asks for the order, the very next thing he should do is to:
A) describe the options from which the buyer may choose.
B) place his order pad on the counter and open it to a new page.
C) remain silent and wait for the prospect to respond.
D) offer the prospect an extra inducement to buy now.
E) confirm the size of his commission.

Accepted Answer

Remaining silent and waiting for the prospect to respond is crucial after asking for the order. This gives the prospect time to think and decide without feeling pressured, which can increase the chances of a positive response.

Question 10

As a general rule, you, as a salesperson, after receiving an order should leave the customer's office as soon as possible to avoid talking yourself out of the order. According to the text, it is not necessary for you to follow this rule if:
A) you explain how to use the product correctly for safety reasons.
B) you are asking the customer for the names of other prospects.
C) you explain how to use the product correctly to make certain the buyer gets full benefit from the purchase.
D) the prospect buys before you expected.
E) the product is technologically complex.

Accepted Answer

The answer of As a general rule, you, as a...

Question 11

Robert McIntosh, a realtor, is showing a new apartment to a couple. The husband asks Robert "What kind of terms do you offer?" Robert should most likely respond by:
A) using a direct close to make the sale immediately.
B) entering the negotiation phase of the transaction.
C) using a standing-room-only close.
D) asking what terms the prospect wants.
E) summarizing the benefits of the apartment.

Accepted Answer

Asking what terms the prospect wants is the most appropriate response because it directly addresses the client's question and opens the door for further discussion and negotiation, showing attentiveness to the client's needs.

Question 12

If your experience as a salesperson is typical, your close will most often take place:
A) directly after the presentation.
B) directly after the follow-up.
C) soon before the preapproach.
D) soon after the preapproach.
E) soon after buying signals have been eliminated.

Accepted Answer

According to typical sales process, the close usually takes place directly after the presentation. This is the time when the salesperson has presented their product or service, addressed any objections, and built rapport with the prospect, making it the ideal time to ask for a commitment to purchase.

Question 13

Which of the following is true about a trial close?
A) A thwarted trial close means a sale will not occur.
B) Use a trial close during but not after a presentation.
C) Attempt a trial close after overcoming each objection.
D) A trial close is unnecessary when strong buying signals are given.
E) A trial close asks for a smaller quantity order compared to the real close.

Accepted Answer

A trial close is used to gauge the customer's readiness to buy and can be attempted after overcoming objections to assess if the customer is ready to proceed.

Question 14

Which of the following is NOT true about closing a sale?
A) Be sure that your prospect understands what you say.
B) Tailor your close to each prospect.
C) Avoid multiple closes as it can offend the customer.
D) Learn to recognize the buying signals for making effective closes.
E) Consider the customer's point of view in everything you do and say.

Accepted Answer

Avoiding multiple closes is not necessarily true as using multiple closing techniques can be effective if done properly and sensitively to the customer's responses. It's about reading the situation and the customer's signals, not about a hard rule against multiple attempts.

Question 15

In most cases, a prospect is ready to buy in the ________ stage of the mental buying process.
A) attention
B) interest
C) desire
D) conviction
E) action

Accepted Answer

In the conviction stage, the prospect is ready to make a purchase.

Question 16

You are the salesperson of a large soft drink manufacturer. You are calling on a purchasing agent to inform him about a new promotional offer and to ask for an order of 100 cases. When you enter the customer's place you realize that the customer is in a bad mood. How do you respond to this situation?
A) Tell the agent about the offer but do not ask for the order.
B) Ask for a rescheduled appointment and call on him later.
C) Attempt to close once but not again if the prospect refuses.
D) Calmly get out of the scene to avoid conflicts.
E) Present the offer and ask for the order as usual.

Accepted Answer

When a customer is in a bad mood, it is important to remain calm and professional. The salesperson should present the offer and ask for the order as usual. This shows that the salesperson is confident in the product and the offer, and that they are not going to be deterred by the customer's mood.

Question 17

Which of the following is NOT an example of a buying signal?
A) Prospect starts filling out the order form.
B) Prospect asks if the grout comes in other colors.
C) Prospect asks someone for an opinion about the product.
D) Prospect crosses arms across body and acts defensive.
E) Prospect looks closely over the merchandise.

Accepted Answer

A buying signal is an action or statement made by a prospect indicating they are close to making a purchase decision. Examples include showing interest in the product by asking about options (B), seeking validation (C), or examining the merchandise closely (E). Filling out an order form (A) is a strong buying signal. Crossing arms and acting defensive (D), however, indicates resistance or discomfort, not interest in buying.

Question 18

Which of the following actions is NOT an example of a buying signal?
A) The prospect asks the salesperson, "What are your service policies?"
B) The prospect asks the salesperson, "Do you carry this style in other colors?"
C) The prospect asks the salesperson, "Do you have Model 125CV in stock?"
D) The prospect asks his wife, "What do you think about the price?"
E) The prospect asks the salesperson, "Can you call next week?"

Accepted Answer

Asking the salesperson to call next week indicates a desire to delay the decision or a lack of immediate interest, which is not a buying signal. In contrast, the other options (A, B, C, D) show interest in the product's specifics, availability, or opinions on the purchase, which are considered buying signals.

Question 19

Assume that a salesperson asks a prospect to buy, and surprisingly, the prospect agrees. What should the salesperson do now?
A) Discuss additional benefits
B) Be totally silent and remain still
C) Leave the office as soon as possible
D) Ask the customer for additional orders
E) Use a trial close to seek additional sales

Accepted Answer

The answer of Assume that a salesperson asks a prospect...

Question 20

________ is the process of helping people make a decision that will benefit them.
A) Empowering
B) Empathizing
C) Negotiating
D) Trial close
E) Closing

Accepted Answer

The answer of ________ is the process of helping people...

Quiz 12: Closing Begins the Relationship

To become a truly professional salesperson, you must be able to close under fire, which means to:

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:

A(n) ________ refers to anything prospects say or do indicating they are ready to buy.

According to the text, ________ should be the easiest part of the presentation.

When should a salesperson attempt to close the sale?

You are selling skiwear to the manager of a large ski resort. The manager has agreed to order ten down-filled jackets. After finalizing the sale, you should:

Which of the following statements about buying signals is TRUE?

A salesperson should try to close a sale at least ________ time(s) .

After the pharmaceutical salesperson asks for the order, the very next thing he should do is to:

As a general rule, you, as a salesperson, after receiving an order should leave the customer's office as soon as possible to avoid talking yourself out of the order. According to the text, it is not necessary for you to follow this rule if:

Robert McIntosh, a realtor, is showing a new apartment to a couple. The husband asks Robert "What kind of terms do you offer?" Robert should most likely respond by:

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

Which of the following is true about a trial close?

Which of the following is NOT true about closing a sale?

In most cases, a prospect is ready to buy in the ________ stage of the mental buying process.

Which of the following is NOT an example of a buying signal?

Which of the following actions is NOT an example of a buying signal?

Assume that a salesperson asks a prospect to buy, and surprisingly, the prospect agrees. What should the salesperson do now?

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