Question 1

"Which do you want-the flexible goggles or the rubber frame goggles?" This is an example of a(n)_____ close?

Accepted Answer

The alternative choice does not give prospects a choice of buying or not buying, but asks which one or how many items they want to buy. The salesperson thinks the prospect will buy goggles but the details of the goggles still need to be determined.

Question 2

Chavez 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 this product would make your store the best in the town." What type of a close was Chavez using?

Accepted Answer

Chavez is using the compliment close, which is especially effective when you talk with a prospect who is a self-styled expert. By complimenting the prospect, Warren hopes the prospect will listen and respond favorably to the presentation.

Question 3

Which of the following is most likely true about a trial close?

Accepted Answer

The salesperson should try a trial close after overcoming each objection that occurs during and after a presentation. Even with strong buying signals, a salesperson needs to make a trial close, and multiple trial closes are commonly required.

Question 4

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 5

The compliment close is most effective when the prospect is:

Accepted Answer

The compliment close is especially effective with a prospect who is a self-styled expert or who is egotistical or hostile. A greedy customer who wants a deal is less likely to be persuaded with compliments.

Question 6

A salesperson calls one of his regular customers and says,"I'll call your order in this afternoon." This is an example of the _____ close.

Accepted Answer

The salesperson assumes the prospect will buy when using an assumptive close. If the prospect does not disagree to an order being called in, then the close is successful.

Question 7

Which of the following is an example of alternative-choice closing technique?

Accepted Answer

The alternative choice does not give prospects a choice of buying or not buying, but asks which one or how many items they want to buy. The salesperson thinks the prospect will make a purchase and is trying to settle the details about the flavor.

Question 8

Which of the following statements about the alternative-choice close is most likely true?

Accepted Answer

The alternative choice does not give prospects a choice of buying or not buying, but asks which one or how many items they want to buy. It says, "You are going to buy, so let's settle the details on what you will purchase." Buying nothing at all is not an option.

Question 9

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

Accepted Answer

The summary-of-benefits close uses the features, advantages, and benefits (FAB) of the presentation to make the sale. The basic steps of the summary close are to determine the key product benefits that interest the prospect during the presentation, summarize these benefits, and make a proposal.

Question 10

A salesperson asks a prospect,"Would you prefer the freezer be on the top or bottom of the refrigerator?" This is an example of the _____ close.

Accepted Answer

The alternative choice does not give prospects a choice of buying or not buying, but asks which one or how many items they want to buy. The salesperson thinks the prospect will buy the refrigerator and is trying to settle the details about the location of the freezer.

Question 11

After the prospect indicates that she likes the product,the salesperson asks,"You like the fit,the color,and how these glasses darken,right? I think you should buy a few of these." This is an example of the _____ close.

Accepted Answer

The salesperson is using the summary-of-benefits close and highlighting the main features, advantages, and benefits of interest for the prospect. Summarize these benefits in a positive manner so that the prospect agrees with what you say; then ask for the order.

Question 12

Miles sells greenhouse equipment.When meeting with Ray 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

Miles is using a compliment to encourage Ray to listen to the sales presentation. If the compliment is sincere it may improve the chances of making a sale.

Question 13

To become a truly professional salesperson,you must be able to close under fire.The expression "close under fire" means to:

Accepted Answer

A professional salesperson must be able to close under fire. In other words, you must be able to ask a prospect who may be in a bad mood or even hostile toward you to buy.

Question 14

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

Accepted Answer

After requesting an order, a salesperson should remain quiet and allow the customer to think. The salesperson must put the prospect in a position of having to make a decision, speak first, and respond to the close.

Question 15

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

Accepted Answer

After receiving an order, the salesperson should leave the office. Continuing to talk or asking for more orders may irritate the customer and lead to losing the sale.

Question 16

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:

Accepted Answer

Talking too much can stop the sale after the prospect has said yes, so it is best for the salesperson to leave right away in most cases. An exception would be if the salesperson asks the customer for names of other prospects. Once this is done, it is best to take the order and move on.

Question 17

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:

Accepted Answer

After receiving an order, a salesperson should leave the office. Continuing to talk about the sale or asking for more orders may irritate the customer.

Question 18

Mark is the salesperson of a large FMCG company.You are calling on the purchase agent of a restaurant to inform him about a new promotional offer and to ask for an order of 100 cases.When Mark enters the customer's place,he realizes that the customer is in a bad mood.How should Mark most likely respond to this situation?

Accepted Answer

A professional salesperson must be able to ask a prospect who may be in a bad mood or even hostile toward you to buy. Multiple attempts to close are appropriate even when the prospect is in a bad mood.

Question 19

Even though the prospect had not yet agreed to buy,the salesperson said,"I'll make sure the carpeting is delivered to your house this Saturday." What type of close has the salesperson used?

Accepted Answer

With the assumptive close, the salesperson assumes the prospect will buy. Statements can be made such as "I'll have this delivered to you tomorrow." If the prospect does not say anything, assume the suggested order has been accepted.

Question 20

"You like the rotating handles,blade length,and weight of these pruning shears,right?" The salesperson is using the _____ close.

Accepted Answer

The salesperson is using the summary-of-benefits close and highlighting the main features, advantages, and benefits of interest for the prospect. Benefits should be presented in a positive manner so that the prospect agrees and makes a purchase.

Quiz 13: Closing Begins the Relationship

"Which do you want-the flexible goggles or the rubber frame goggles?" This is an example of a(n) _____ close?