Question 1

Duarte returned to head office and was very proud of a recent deal.He managed to convince a prospect to pay full price for a product, knowing that he could have discounted the price marginally for this long-term customer.He said the following to his manager; "I won, he lost!" How would you describe Duarte's behaviour?

Accepted Answer

Duarte's behavior is aggressive because he prioritized his desire to "win" over the long-term relationship with the customer, which he could have achieved by offering a small discount.

Question 2

Which of the following statements about the key to successful closing is true yet counterintuitive?

Accepted Answer

Closing the deal is often perceived as the most challenging part, but it can be the easiest if the earlier stages of the sales process are handled effectively.

Question 3

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.Which of the following is NOT a potential area Arthur should explore about Regina's challenges with closing?

Accepted Answer

All of the other options are potential factors that could be contributing to Regina's difficulty with closing. Evaluating the types of closing methods being used may not be as critical as other areas, but it could still provide helpful insight into why Regina is struggling.

Question 4

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 attempting to close at least three times before giving up on the sale. This allows for the salesperson to showcase the value of the product/service and overcome any objections that may arise. However, it is also important to be adaptable and recognize when a prospect is not interested or not a good fit, so the number of attempts may vary depending on the situation.

Question 5

During the closing process, a car salesperson asks the customer the following question: "Would you like a 3 or 5-year extended warranty with your new purchase?" Which closing technique is this salesperson using?

Accepted Answer

The salesperson is using the alternative-choice close by presenting the customer with either a 3 or 5-year option for the extended warranty. This technique presents the customer with two options and encourages them to make a decision based on one of those options.

Question 6

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 7

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 may actually result in losing the sale. A salesperson should continue to ask for the order until an objection arises and then work to overcome that objection.

Question 8

When Michelle treats her prospects with respect and consciously seeks a win-win situation, what is she doing?

Accepted Answer

By treating her prospects with respect and seeking a win-win situation, Michelle is demonstrating assertiveness. This means she is able to express herself effectively and confidently, while also being considerate and respectful of others' needs and perspectives. Being aggressive would involve forcefully pursuing her own goals without regard for others, while being passive would involve avoiding conflict and not standing up for her own interests. Empathy is important in all interactions, but it is not the primary behavior being demonstrated in this scenario. Passive-aggressive behavior would involve indirectly expressing negative feelings or acting in a way that undermines others, which is not what Michelle is doing.

Question 9

Even though the prospect had not yet agreed to buy, the salesperson said, "I'll make sure the carpeting is delivered to your house on Saturday." Which of the following terms best describes this statement?

Accepted Answer

This statement is an example of an assumptive close, where the salesperson assumes that the prospect will agree to make a purchase and moves forward with next steps.

Question 10

Which of the following closing techniques can be used in specific (as opposed to common) situations?

Accepted Answer

The answer of Which of the following closing techniques can...

Question 11

Which of the following closing techniques is NOT used in specific (as opposed to common) situations?

Accepted Answer

The answer of Which of the following closing techniques is...

Question 12

Which of the following is NOT a question which will allow a salesperson to test his/her assertiveness?

Accepted Answer

The question "Do you express your thoughts, feelings, and beliefs in an indirect way?" is not related to assertiveness, but rather to communication style. The other options all relate to being assertive in sales situations.

Question 13

Under what specific situation is the assumptive close especially effective?

Accepted Answer

The assumptive close is especially effective when the prospect/customer trusts the salesperson because it involves assuming that the prospect/customer will make the purchase and moving forward with closing the sale. If the customer trusts the salesperson, they may be more likely to go along with this approach.

Question 14

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

The other four pieces of advice are helpful and important in closing deals, but telling someone not to prepare and to go with the flow is not helpful or effective advice in most cases. Preparing and rehearsing can help build confidence and ensure that necessary information is conveyed to the prospect.

Question 15

The textbook offers several great tips on how to close more consistently.Which of the following tips is NOT referenced in the textbook?

Accepted Answer

Setting personal goals is not referenced as a tip for closing more consistently in the textbook.

Question 16

Which of the following rules is NOT included on the text's list of twelve keys to successful closing?

Accepted Answer

The text's list of twelve keys to successful closing includes options A, B, D, and E. Option C ("Assume the prospect is going to say 'no.'") is not included on the list.

Question 17

According to the textbook, in what range would the number of closings be okay before they start to offend the prospect?

Accepted Answer

The textbook suggests that the range of three to five closings is okay before they start to offend the prospect.

Question 18

Angelo is trying to sell hand tools to a prospect who is not only a self-styled do-it-yourself expert, but who is also in a bad mood today.What closing technique would you suggest being used in this scenario?

Accepted Answer

Complimenting the prospect can help improve their mood and make them more receptive to the sales pitch. This approach can help build rapport and make the customer feel valued, improving the likelihood of a successful sale.

Question 19

A salesperson says to her prospect, "I would like to show you how our product will help you be successful." What is the salesperson doing?

Accepted Answer

The answer of A salesperson says to her prospect, "I...

Question 20

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

The answer of To become a truly professional salesperson, you...

Quiz 11: Closing the Beginning of a New Relationship