Question 1

Except in a very few cases,the technology close simply confuses the prospect.

Accepted Answer

The answer of Except in a very few cases,the technology...

Question 2

When faced with an indecisive buyer,a salesperson should consider using the T-account close.

Accepted Answer

The T-account close is a technique that can be used by a salesperson to help an indecisive buyer make a decision. This technique involves creating a T-shaped diagram where the left side lists the customer's needs and wants, and the right side lists the features and benefits of the product or service being sold. By matching the customer's needs and wants with the features and benefits of the product, the salesperson can help the buyer see how the product can meet their needs and make a decision.

Question 3

If the salesperson finds his prospect is in a bad or hostile mood,it is usually a good idea to avoid trying to close.

Accepted Answer

The answer of If the salesperson finds his prospect is...

Question 4

The textbook introduces ten different closing techniques a salesperson may use.Of these,the best technique is the summary-of-benefits technique.

Accepted Answer

The effectiveness of the closing techniques may vary depending on the situation and the customer. There is no single best technique. The salesperson should use the technique that best fits the circumstances and the customer's needs and preferences.

Question 5

Of the different closing techniques available,the salesperson needs to choose the technique that fits the situation best.

Accepted Answer

The salesperson needs to consider the situation, the customer's needs, preferences, and communication style to select the most appropriate closing technique. Not all techniques work in every situation or with every customer, so it's essential to adapt and modify as needed.

Question 6

If a customer says nothing immediately after a closing attempt,the salesperson should continue the conversation.

Accepted Answer

Silence after a closing attempt can indicate that the customer is considering the offer, and the salesperson should give them time to think rather than continuing the conversation immediately.

Question 7

Salespersons should learn to recognize and deal with negative customer attitudes when they arise.

Accepted Answer

Salespersons need to understand various customer attitudes and respond appropriately to make them satisfied. The negative customer attitude could arise due to several factors, such as poor previous experience, negative feedback from peers, or inadequate product or service. Therefore, it is essential to recognize and address the negative customer attitude to win their trust and loyalty.

Question 8

If the sales presentation is well done; prospect centric,includes strong two-way communication,and trial closes have been done after each objection then,the closing portion of the presentation should be easy.

Accepted Answer

If the sales presentation has been conducted effectively, with a focus on the needs and wants of the prospect, active listening and responding to objections, and trial closes to gauge interest and address any concerns, then it is likely that the closing portion of the presentation will flow smoothly and the prospect will be more inclined to say yes to the offer presented.

Question 9

Trial closes should be vague so the prospect does not feel pressurized.

Accepted Answer

Trial closes should actually be specific to encourage the prospect to make a decision. Vague trial closes can leave the prospect confused and less likely to commit to a sale.

Question 10

To a degree,the minor-points close is similar to the alternative-choice close.

Accepted Answer

Both the minor-points close and alternative-choice close are types of closing techniques used in sales. However, the minor-points close involves addressing minor concerns or objections a customer may have before finalizing the sale, while the alternative-choice close involves presenting the customer with two options to choose from, both of which result in a sale.

Question 11

An important characteristic of good closers is that they have the ability face rejection while remaining positive.

Accepted Answer

Good closers understand that rejection is a natural part of the sales process and they do not take it personally. They remain positive and do not let rejection demotivate them.

Question 12

"If we find a way to eliminate the need for a backup system and guarantee 100% system availability,would such an arrangement work for you?" In this example,the salesperson is using the negotiation close technique.

Accepted Answer

The salesperson is using the negotiation close technique by presenting a hypothetical scenario where the need for a backup system is eliminated and the system's availability is guaranteed, in order to gauge the customer's interest in such an arrangement.

Question 13

Because the buying situation is dynamic,salespeople cannot preplan the close to use with a particular prospect.

Accepted Answer

The answer of Because the buying situation is dynamic,salespeople cannot...

Question 14

In sales,aggressiveness and assertiveness describe the same behaviour.

Accepted Answer

While both can be seen as confident and direct, aggressiveness often involves a lack of consideration for others and can come across as intimidating or even threatening. On the other hand, assertiveness involves clear communication of one's needs and goals while still showing respect for others.

Question 15

The most popular way to close a sales call involves a summary-of-benefits that interested the prospect.

Accepted Answer

This is because summarizing the benefits that interested the prospect helps reinforce the value proposition and reminds the prospect of the value they will receive by making the purchase. It also helps to address any objections or concerns they may have had during the call.

Question 16

Assertiveness is expressing our thoughts,feelings,and beliefs in a direct,honest,and appropriate way.An example of an assertiveness statement is; "Your organization cannot grow without our product."

Accepted Answer

The answer of Assertiveness is expressing our thoughts,feelings,and beliefs in...

Question 17

The textbook identifies 12 keys to a successful close.One of those critical steps is to use a trial close after overcoming each objection.

Accepted Answer

The textbook does identify 12 keys to a successful close and using a trial close after overcoming each objection is one of them.

Question 18

The compliment close is effective when you talk to prospects who are self-styled experts.

Accepted Answer

The compliment close involves complimenting the prospect on their expertise or knowledge, so it can be effective when talking to self-styled experts who may value such acknowledgement.

Question 19

A salespersons should always be on the lookout for buying signals when making a sales presentation.

Accepted Answer

Buying signals are indications or cues given by the customer during a sales presentation that suggest their interest in the product or service. These signals can include questions, nods, positive body language, and statements that express interest or a desire to learn more. A good salesperson is always alert to these signals and makes sure to respond to them appropriately by providing more information or asking for the sale.

Question 20

"I would like to show you how our product will help you attain your sales targets." This statement is an example of an assertive statement.

Accepted Answer

The statement expresses confidence and a clear intention to persuade the listener, which is a characteristic of assertive communication.

Quiz 11: Closing the Beginning of a New Relationship