Question 1

Miles sells greenhouse equipment. When meeting with Ralf Dover, Miles said, "I talked to the owner of Tarpon Gardens today and she said you have the best selection of roses of any grower in this area. I think my products can help you maintain healthy bushes with less work." What type of close did Miles use?

Accepted Answer

The answer of Miles sells greenhouse equipment. When meeting with...

Question 2

Jack Gangi sells ad space for companies that wish to advertise on buses. As he is selling ad space to a local art gallery owner, he closes by saying, "Since you know so much more about color and design than I do, I can learn a lot working with you developing this ad." This is an example of a(n) ________ close.

Accepted Answer

Jack Gangi uses a compliment as part of his closing technique, by praising the art gallery owner's knowledge of color and design.

Question 3

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 involve presenting the buyer with two options to choose from, thereby simplifying the decision-making process and steering towards a commitment.

Question 4

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 summarizing the benefits of the professional hair salon products (not animal-tested, use of organic ingredients, availability in five different strengths) to convince the prospective buyer, which is characteristic of the summary-of-benefits close.

Question 5

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 6

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 7

The questions in the continuous-yes close should be:

Accepted Answer

The questions in a continuous-yes close are closed-end questions related to the product's benefits. The questions are intended to generate positive responses from the prospect.

Question 8

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

Accepted Answer

The minor-points close does not involve giving the buyer a choice between two different products; instead, it focuses on getting the buyer to make decisions on smaller, less significant details, which can lead to a commitment to the main purchase.

Question 9

As Warren walked into his customer's office, he sensed the customer was in a bad mood. Therefore, Warren told his customer, "I realize your degree in chemistry makes you the expert on insecticides, but I suggest that you try my company's new line of organic insecticides. Other dealers have had great success with this line and I know that this product would provide your store, which is so well run, with a greater profit margin also." What type of a close was Warren using?

Accepted Answer

Warren used a compliment close by acknowledging the customer's expertise in chemistry and praising the management of the store, aiming to create a positive atmosphere and make the customer more receptive to his suggestion.

Question 10

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, highlighting its powerful engine, large wheels for maneuverability, and ergonomic handle, which are all key advantages of the product. This approach is known as a summary-of-benefits close.

Question 11

During the sales presentation for the CNC heavy-duty router, the salesperson asked, "Do you prefer the 4-foot-by-4-foot or the 4-foot-by-8-foot table size router?" The prospect looked at the salesperson and said, "Before I make a decision, tell me more about the motor that's on this router." After providing the requested information, the salesperson said, "I'll process your order right now. Please sign this order form." When the prospect reached for his pen, the salesperson knew he had closed the sale. Which method of closing worked for this salesperson?

Accepted Answer

The salesperson used the assumptive closing technique by acting as if the prospect had already decided to make the purchase, moving directly to the paperwork without explicitly asking for the sale.

Question 12

You are selling to a self-styled expert who is in a bad mood. According to your text, the ________ close is very effective.

Accepted Answer

The compliment close is effective for dealing with self-styled experts in a bad mood as it can help improve their mood and make them more receptive.

Question 13

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 14

Andrew sells organic fertilizers. He tells his prospect, "You have one of the best nurseries I have ever seen. I think my products will enhance it even more." What type of close is Andrew using here?

Accepted Answer

Andrew is using a Compliment Close by praising the prospect's nursery before suggesting how his products could further enhance it. This approach aims to create a positive atmosphere and make the prospect more receptive to his offer.

Question 15

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 16

"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 17

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 18

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

Accepted Answer

The continuous-yes close involves asking the prospect a series of questions designed to get affirmative answers, leading to a positive response to the final question of making the purchase. This technique builds momentum and agreement throughout the sales process.

Question 19

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

Accepted Answer

The summary-of-benefits close involves summarizing the main benefits of the product or service to the prospect, often using the SELL sequence (Show feature, Explain advantage, Lead into benefit, Let customer talk) and FAB statements (Features, Advantages, Benefits), making it a straightforward and effective method for closing a sale.

Question 20

The salesperson was selling the couple a garden tub with water jets for a new bathroom. He said, "You'll be the envy of all your friends with this great tub. They'll think you are a trend-setter and everyone will want to get their own. 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 try the FIRST time?

Accepted Answer

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

Quiz 12: Closing Begins the Relationship