Question 1

The business proposition does NOT deal with discussions around such issues as costs,margins,and value analysis.

Accepted Answer

The business proposition typically involves discussions around costs, margins, and value analysis. These factors are critical to evaluating the feasibility and profitability of the proposed business venture. Therefore, the statement is false.

Question 2

Why do salespeople have such difficulty closing the sale?

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Question 3

List the three basic steps in using the summary-of-benefits close.

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Question 4

One way to remember to incorporate a trial close into the sales presentation is the SELL Sequence.What does each letter in the word sell stand for? Provide two questions a salesperson could use to seek feedback from

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Question 5

How should a salesperson close out a successful sale?

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Question 6

What should the salesperson do if he or she is unable to close the sale?

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Question 7

Explain the difference between Aggressiveness and Assertiveness.Provide an example of a statement representing aggressiveness and one statement demonstrating assertiveness on the part of the salesperson.

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Question 8

Peter,a prospect tells the salesperson the following; "Perfect,I will take 250 computers at $500.00 each to be delivered next week." Generally speaking,the salesperson should now begin to re-tell Peter why this purchase will work out well for him.

Accepted Answer

The salesperson should not start re-telling Peter why the purchase will work out for him just yet. First, they need to confirm the details of the order, such as the delivery date, payment terms, and any other necessary information. Once the details are confirmed, the salesperson can then begin to discuss the benefits of the purchase and why it will be a good decision for Peter.

Question 9

One of the biggest gripes purchasing agents have is that salespeople take it personally when they don't get the order.

Accepted Answer

Salespeople often take rejection very personally and may become defensive or argumentative when they don't get the order. This can create an uncomfortable situation for the purchaser who is simply trying to make the best decision for their company.

Question 10

Discuss the differences between the minor-points close and the alternative-choice close.

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Question 11

The textbook identifies twelve so called "keys to a successful close." Identify those twelve keys and provide some rationale for using them.

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Quiz 11: Closing the Beginning of a New Relationship