Question 1

What particular closing technique is based on the process people use to make decisions?

Accepted Answer

T-account is a closing technique that is based on the process people use to make decisions. It involves listing the pros and cons of a decision in two columns, creating a T-shape, and then using this visual aid to help the prospect come to a final decision. This technique is effective because it helps the prospect see the benefits and drawbacks of the decision in a clear and organized manner.

Question 2

Which of the following is NOT be a true statement associated with the "summary of benefits" closing technique?

Accepted Answer

The statement "summarize the benefits of the product or service before you determine the key benefits the prospect is looking for" is incorrect. The correct approach is to use the presentation to determine the key benefits the prospect is interested in, and then summarize those benefits in the closing technique.

Question 3

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 would...

Question 4

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

Accepted Answer

Michelle is exhibiting assertive behavior, which involves being confident and respectful while also advocating for one's own needs and considering the needs of others in order to reach a mutually beneficial agreement.

Question 5

Which closing technique tends to generate in the prospect a sense of excitement and the need for quick action on their part?

Accepted Answer

The urgency closing technique tends to create a sense of time pressure and the need for quick action, which can generate excitement and a sense of urgency in the prospect. This can be effective in securing a sale or commitment from the prospect.

Question 6

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?

Accepted Answer

The answer of The salesperson has just asked the prospect...

Question 7

A salesperson uses the following statement in trying to close a deal: "I am prepared to give you a 15% discount if you agree to increase the order size by 15%-both of us win in this situation.You secure a lower price,and we receive a larger order.How does that sound?" What closing technique is being effectively used here by the salesperson?

Accepted Answer

The salesperson is using the negotiation close technique by offering a concession (15% discount) in exchange for a commitment from the customer to increase the order size (15%). Both parties benefit from this arrangement, and it is a win-win situation.

Question 8

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 all of the other options. Rule C is not included because assuming the prospect is going to say "no" is a negative mindset and can be counterproductive in the sales process.

Question 9

Julie notices her prospect is having a hard time deciding whether to lease a new car.To help the prospect decide,Julie asks the prospect to make two lists: one list for the pros of leasing and the other list for the cons of leasing.What specific closing technique is Julie using with her prospect?

Accepted Answer

The answer of Julie notices her prospect is having a...

Question 10

Even though Bob and Marie had not placed their order,the salesperson asked,"Would you prefer delivery of this shower enclosure Thursday or Saturday?" Which of these terms best describes this closing technique?

Accepted Answer

The answer of Even though Bob and Marie had not...

Question 11

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 use of the phrase "I won, he lost" suggests a competitive and aggressive attitude towards the sale, which may not be the most effective approach for building long-term relationships with customers.

Question 12

When talking to a young man buying his first new car,the salesperson said,"I'm not sure we have a CD player to fit your car.Would you want it if we have it in stock?" What closing technique is the salesperson using?

Accepted Answer

The answer of When talking to a young man buying...

Question 13

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

The salesperson's statement assumes that the prospect will make the purchase, indicating an assumptive approach.

Question 14

As the salesperson hands Kent the sunglasses,he asks,"You like the fit,the colour,and how these glasses darken,right?" What classical closing technique is the salesperson using?

Accepted Answer

The answer of As the salesperson hands Kent the sunglasses,he...

Question 15

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

Accepted Answer

The answer of Which of the following statements about the...

Question 16

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 specific closing technique is this salesperson using?

Accepted Answer

The salesperson is using the alternative-choice close by presenting the customer with two options for an extended warranty instead of asking if they want one or not. This technique gives the customer a sense of control and makes it more likely for them to agree to one of the options presented.

Question 17

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. This is because the assumptive close works by assuming that the customer has already made the decision to buy and simply needs to finalize the details. If the customer trusts the salesperson, they will be more likely to go along with this assumption and feel comfortable with the close.

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 be used in this scenario?

Accepted Answer

Complimenting the prospect, even if they are in a bad mood, may help improve their attitude and make them more receptive to the sales pitch. Additionally, acknowledging their expertise in the field could also help establish rapport and build trust.

Question 19

Most sales negotiations focus on what two major themes?

Accepted Answer

The two major themes that most sales negotiations focus on are price and value. While delivery, invoice terms, quality, and availability may also be factors, they are typically secondary considerations to the overall cost-benefit analysis of the purchase decision. Therefore, Choice A is the best answer.

Question 20

You have been asked to explain the central theme associated with the "negotiation close" technique.Which of the following statement should be central to your explanation?

Accepted Answer

The central theme associated with the "negotiation close" technique is to find ways for both parties to have a fair deal. This technique involves negotiating with the prospect until a mutually beneficial agreement is reached, rather than simply trying to make the sale at any cost. The focus is on finding a solution that works for both sides, rather than just one party "winning" the negotiation.

Quiz 11: Closing the Beginning of a New Relationship