Question 1

The statement, "I'll place that order for six pallets of potting soil right now," is an example of an unethical close.

Accepted Answer

With the assumptive close, the salesperson assumes the prospect will buy. Statements can be made such as "I'll call your order in tonight" or "I'll have this shipped to you tomorrow." If the prospect does not say anything, assume the suggested order has been accepted. Such a closing method would be unethical if the prospect indicated that the order was unwanted.

Question 2

The use of a multiple-close sequence increases the probability of losing a sale.

Accepted Answer

The use of a multiple-close sequence, combined with methods to overcome objections, enhances your chance of making a sale.

Question 3

While working with a customer at your weekend job in a furniture store, you notice the customer is closely examining a set of patio furniture. From your study of professional selling, you know that the customer is:

Accepted Answer

The customer is closely examining the patio furniture, which indicates a buying signal. This could mean the customer is interested in purchasing the set and is looking for more information or reassurance before making a decision.

Question 4

Using too many closed-ended questions can result in an unsuccessful sales call.

Accepted Answer

Closed-ended questions only allow for a limited set of responses and can make the conversation feel scripted and impersonal, leading to an unsuccessful sales call. Open-ended questions encourage conversation and allow the salesperson to better understand the customer's needs and concerns.

Question 5

A T-account close is suitable if the buyer has a predetermined belief that the competitor's product is needed.

Accepted Answer

If a buyer has a predetermined belief that a competitor's product is needed, then the salesperson could use the T-account approach to show how a product's benefits are greater than a competitor's product.

Question 6

"I can defer the billing until the end of the month instead of a discount. Would you be happy with this arrangement?" This is an example of a negotiation close.

Accepted Answer

The statement offers an alternative proposal in lieu of a discount, which is a form of negotiation close.

Question 7

Research shows that the summary of benefits close is the most powerful way to close a sales call.

Accepted Answer

Research has shown that the summary of benefits close is indeed the most effective way to close a sales call. This involves quickly summarizing the key benefits of the product or service being sold and then asking for the sale.

Question 8

The salesperson who tells the prospect, "Since the cost of this line of plastic utensils will increase next week, can I place your order for the product today?" is using the standing-room-only close.

Accepted Answer

The standing-room-only close involves creating a sense of urgency and scarcity by telling the prospect that the product or offer will be unavailable or more expensive if they do not act immediately. In this case, the salesperson is using the future price increase as a reason for the prospect to make a purchase today, which is an example of the standing-room-only close.

Question 9

A standing-room-only close is used to persuade an indecisive prospect to make a decision sooner rather than later.

Accepted Answer

A standing-room-only close is a technique used to create a sense of urgency in the prospect, pushing them to make a decision sooner rather than later. It is effective when a prospect seems indecisive or hesitant about making a purchase, and can help close deals more quickly.

Question 10

Before making a close, a salesperson should put away all visual aids since they will distract the prospect.

Accepted Answer

The use of the visual aid works well in discussing the business proposition and when closing, so visual aids should not be put away.
Multiple Choice Questions

Question 11

The prospect is likely to be in the _____ stage of the mental buying process when ready for a close.

Accepted Answer

A close should be attempted when the prospect is ready, which is when the prospect is in the conviction stage of the mental buying process. A buyer can enter the conviction stage at any time during the sales presentation.

Question 12

A T-account close is based on the process that people use when they make a decision by weighing the pros against the cons.

Accepted Answer

The T-account close is based on the process that people use when they make a decision using pros and cons.

Question 13

If your experience as a salesperson is typical, your close will most often take place:

Accepted Answer

The close typically takes place directly after the presentation because the potential customer has just been presented with all the information about the product or service and is still engaged and interested. This is the most opportune moment to close the deal and secure a sale.

Question 14

In most cases, the technology close confuses and bores prospects. .

Accepted Answer

The technology close involves using a computer to show the prospect graphs and charts of past purchases and sales trends. The use of technology usually impresses buyers.

Question 15

The T-account close is also called the minor-points close.

Accepted Answer

The T-account close is also known as the balance sheet close, while the minor-points close refers to the closing entries made to smaller accounts like revenue and expense accounts.

Question 16

During a sales call, a prospect was in a state of visible anxiety during the early stages of the sales presentation. However, towards the end of the presentation, the prospect became friendly and appeared relaxed. This description indicates that:

Accepted Answer

Once the prospect decides to purchase a product, the pressure of the buying situation is eliminated. A state of visible anxiety changes to relaxation because your new customer believes that you are a friend.

Question 17

Some prospects view the continuous-yes close as an insult to their intelligence.

Accepted Answer

The continuous-yes close can be perceived as pushy and manipulative, potentially insulting the prospect's intelligence or decision-making abilities.

Question 18

The minor-points close is similar to the balance-sheet close.

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 19

When using the T-account close, some salespeople discuss the reasons not to buy first, followed by the reasons to buy.

Accepted Answer

Some salespeople recommend that the columns of the T-account be reversed so that the Not to Act column is on the left and the To Act column is on the right. This allows the salesperson to discuss the reasons not to buy first, followed by the reasons to buy, ending the presentation on the positive side.

Question 20

A salesperson should attempt the close when the:

Accepted Answer

The salesperson should attempt the close when the prospect is ready. This means that the prospect has satisfied all their concerns and questions, and is willing to make a buying decision. Attempting to close before the prospect is ready could result in the sale being lost.

Quiz 13: Closing Begins the Relationship