Question 1

The _____ close permits the prospect to focus on identifying their real objections to making a purchase.
A) assumptive
B) balance-sheet
C) standing-room-only
D) probability
E) minor-points

Accepted Answer

The probability close permits your prospects to focus on their real objections. Once you have a real objection, convert that objection with a persuasive sales argument.

Question 2

Even though Tristan and Adela had not placed their order,the salesperson asked the couple,"Would you prefer delivery of this dishwasher Thursday or Saturday?" This type of question is an example of a(n)_____ close.
A) compliment
B) assumptive
C) minor-points
D) alternative-choice
E) modified T-account

Accepted Answer

The minor-points close is similar to the alternative-choice close, but the alternative-choice close asks the prospect to make a choice between two products, such as the Model X or Model Y dishwasher. The minor-points close asks the prospect to make a low-risk decision on a minor, such as delivery date.

Question 3

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 is using a(n)_____ close.
A) summary-of-benefits
B) continuous-yes
C) minor-points
D) T-account
E) modified T-account

Accepted Answer

Some salespeople modify the T-account close by only listing reasons to act in one column. They do not want to remind the prospect of any negative reasons not to buy as they attempt to close the sale. This is similar to the continuous-yes close. The only difference is that the product benefits are written on a piece of paper.

Question 4

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.
A) summary-of-benefits
B) alternative-choice
C) minor-points
D) assumptive
E) T-account

Accepted Answer

The salesperson is using the T-account close. This is the process a customer uses in making a buying decision, weighing the cons against the pros.

Question 5

According to the text,which close is especially useful as a secondary or backup close?
A) T-account
B) Compliment
C) Alternative-choice
D) Assumptive
E) Minor-points

Accepted Answer

While the T-close can be used anytime, it is especially useful as a secondary or backup close. When a salesperson openly states an objection or reason not to buy, then the objection often becomes minor or disappears.

Question 6

The questions in the continuous-yes close should be:
A) open-ended to assess the prospect's needs.
B) designed to generate negative responses.
C) included in a brief product questionnaire.
D) based on the weakness of the competition.
E) based on benefits of the specific product.

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 7

"Would you prefer the 16-inch or the 20-inch hedge clippers?" This statement is an example of _____ close.
A) T-account
B) Forestalling
C) Assumptive
D) Minor-points
E) Double-yes

Accepted Answer

The minor-points close asks the prospect to make a low-risk decision on a minor aspect, such as the size of the hedge clippers. By encouraging the prospect to make a simple decision, the salesperson hopes to prompt the customer to make a buying decision.

Question 8

Which of the following is the best example of the standing-room-only close?
A) "I have made 5 packets for you and I will ship them soon?"
B) "Will you want the merchandise delivered on Friday or Monday?"
C) "We have only one more digital camera in stock, and we won't be receiving more until next month."
D) "The color of that suit looks beautiful with your skin tone, and the way it is cut really shows off your figure."
E) "These specific features make this computer monitor an absolute necessity for you."

Accepted Answer

A salesperson can motivate indecisive prospects to act immediately by using the standing-room-only close. The salesperson suggests that the camera is in low supply, so failing to buy one now will mean a significant delay.

Question 9

When compared to the T-account close,the modified T-account close:
A) uses debits and credits columns.
B) is similar to the continuous-yes close.
C) deals with the reasons for not buying.
D) can only be created by the prospect.
E) is similar to the summary-of-benefits close.

Accepted Answer

The T-account close lists both the pros and cons of buying, but the modified T-account only lists reasons to buy. This is similar to the continuous-yes close. The only difference is that the product benefits are written on a piece of paper.

Question 10

Like the alternative-choice close,the _____ close asks the prospect to select between options.
A) continuous-yes
B) forestalling
C) minor-points
D) assumptive
E) compliment

Accepted Answer

The minor-points close is similar to the alternative-choice close. Both methods involve giving the buyer a choice between two options.

Question 11

When talking to a prospect,a salesperson says,"I'm not sure if we have any more of those tires to fit your car.Would you want them if we have some in stock?" The salesperson is using a(n)_____ close.
A) probability
B) assumptive
C) minor-points
D) standing-room-only
E) balance-sheet

Accepted Answer

The salesperson uses the standing-room-only close to encourage the prospect to make a quick decision. The salesperson implies that if the prospect doesn't act now there may not be availability later.

Question 12

Which of the following is most likely true regarding the summary-of-benefits close?
A) It is infrequently used by salespeople.
B) It aims at a specific prospect's personality.
C) It cannot be used easily as it involves a complex process.
D) The SELL sequence and FAB statements can be utilized.
E) It is not a straightforward method to close an industrial sale.

Accepted Answer

The summary-of-benefits close is used by many people and involves a three-step process that integrates the SELL sequence and FAB statements of a sales presentation.

Question 13

What is the main similarity between the minor-points close and the alternate-choice close?
A) Buyers are hostile.
B) Risk factors are high.
C) Buyers are typically decisive.
D) Features and benefits are summarized.
E) Buyers must decide between two options.

Accepted Answer

Both methods involve giving the buyer a choice between two options. The alternative-choice close asks the prospect to make a choice between two products, which represents a high-risk decision to some people. However, the minor-points close asks the prospect to make a low-risk decision on a minor element.

Question 14

Which type of close is intended to motivate a prospect to act immediately?
A) Compliment
B) Summary-of-benefits
C) Alternative-choice
D) Standing-room-only
E) Balance-Sheet

Accepted Answer

A salesperson can motivate indecisive prospects to act immediately by using the standing-room-only close. The salesperson suggests that if they don't act now they may not be able to buy in the future.

Question 15

The purpose of the negotiation close is to:
A) overcome a prospect's objections that you are unable to answer directly.
B) make the prospect think haggling has led to the lowest price available.
C) determine who gets the better end of the deal.
D) get the prospect to reveal hidden objections.
E) find ways for both parties to have a fair deal.

Accepted Answer

The purpose of a good sales negotiation close is not to haggle over who gets the larger slice of pie, but to find ways for everyone to have a fair deal. Both the buyer and the seller should win.

Question 16

The salesperson has just asked the prospect to order three cases of pet flea collars,and his prospect says,"I want to think it over." Which close is recommended for this situation?
A) Probability
B) Modified balance-sheet
C) Minor-points
D) Assumptive
E) Balance-sheet

Accepted Answer

When prospects say they want to think it over, it is probably because they don't fully understand what bothers them about closing a sale. The probability close permits prospects to focus on their real objections. Once the salesperson has a real objection, it can be converted into a persuasive sales argument.

Question 17

Cassandra works for a manufacturer of cedar closet systems.As she negotiates with a buyer for Home Depot,Cassandra says,"The recent drought in Maine may seriously limit our ability to meet your needs for cedar products in the future." Cassandra is using a(n)_____ close.
A) probability
B) standing-room-only
C) minor-points
D) assumptive
E) balance-sheet

Accepted Answer

Cassandra is using the standing-room-only close to motivate the Home Depot buyer to buy the systems now. She suggests that if the buyer doesn't act now the closet systems may not be available in the future.

Question 18

The salesperson says,"Would you be willing to accept a limited 2-year warranty that only covers parts and not labor?" This is likely to be a _____ close.
A) negotiation
B) continuous-yes
C) summary-of-benefits
D) T-account
E) technology

Accepted Answer

The salesperson is using the negotiation close to reach a win-win solution. The salesperson would make a sale and the buyer would receive a fair warranty.

Question 19

Which of the following statements is the best example of a minor-point close?
A) "I'll have that new mattress delivered to your house on Wednesday."
B) "Do you want those pillows in maroon or ebony?"
C) "So you really like the fabric color and texture as well as the shape and size of that sofa?"
D) "Your appreciation of that lamp just confirms my opinion of your impeccable tastes."
E) "I am not sure if I have your shoe size. Would you want a pair if I have them in stock?"

Accepted Answer

The minor-points close asks the prospect to make a low-risk decision on a minor element, such as color or size. Since making big decisions can be difficult, the salesperson hopes that making minor decisions will lead to a sale.

Question 20

Amanda is a B2B salesperson.She believes that the modified balance sheet close is best suited to sell her products.Amanda would most likely avoid:
A) openly listing the benefits of her products to prospects.
B) reminding the prospect of negative product attributes.
C) using technological aids for her presentations.
D) group presentations involving multiple buyers.
E) describing technical specifications of products.

Accepted Answer

The T-account close lists both the pros and cons of buying, but the modified T-account only lists reasons to buy. Amanda would avoid reminding prospects of negative aspects of buying.

Quiz 13: Closing Begins the Relationship

The _____ close permits the prospect to focus on identifying their real objections to making a purchase.

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

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 is using a(n) _____ close.

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.

According to the text,which close is especially useful as a secondary or backup close?

The questions in the continuous-yes close should be:

"Would you prefer the 16-inch or the 20-inch hedge clippers?" This statement is an example of _____ close.

Which of the following is the best example of the standing-room-only close?

When compared to the T-account close,the modified T-account close:

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

When talking to a prospect,a salesperson says,"I'm not sure if we have any more of those tires to fit your car.Would you want them if we have some in stock?" The salesperson is using a(n) _____ close.

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

What is the main similarity between the minor-points close and the alternate-choice close?

Which type of close is intended to motivate a prospect to act immediately?

The purpose of the negotiation close is to:

The salesperson has just asked the prospect to order three cases of pet flea collars,and his prospect says,"I want to think it over." Which close is recommended for this situation?

Cassandra works for a manufacturer of cedar closet systems.As she negotiates with a buyer for Home Depot,Cassandra says,"The recent drought in Maine may seriously limit our ability to meet your needs for cedar products in the future." Cassandra is using a(n) _____ close.

The salesperson says,"Would you be willing to accept a limited 2-year warranty that only covers parts and not labor?" This is likely to be a _____ close.

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

Amanda is a B2B salesperson.She believes that the modified balance sheet close is best suited to sell her products.Amanda would most likely avoid: