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1 | |
Which of the following statements about closing a sale is true? |
| | A) | Closing is the end result of a sales presentation. |
| | B) | Closing is the process of helping people make a decision that will benefit them. |
| | C) | There are no magic phrases or techniques to use in closing a sale. |
| | D) | A sale can be closed after the approach. |
| | E) | All of the above statements about closing a sale are true. |
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2 | |
Luka is selling ergonomically-designed hand tools when the prospect picks up one of the hammers Luka is trying to sell and starts pretending that he is driving nails. The prospect is: |
| | A) | telling Luka that he is no longer interested in the product |
| | B) | giving Luka a buying signal |
| | C) | relaying a disagreement signal |
| | D) | trying to tell Luka that he is tired of the whole process |
| | E) | taking control of the sales presentation |
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3 | |
Which of the following must you, the salesperson, do if you wish to improve the chances that you will close the sale? |
| | A) | Develop a generic close that can be used in all situations. |
| | B) | After asking for the order, be quiet. |
| | C) | Attempt a trial close before you attempt a close. |
| | D) | Understand that when the prospect says, "No," he or she means, "No." |
| | E) | Realize that buying signals can limit the dialogue between the buyer and the seller. |
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4 | |
Which of the following is NOT listed in the text as an example of a commonly used closing technique? |
| | A) | the technology close |
| | B) | the probability close |
| | C) | the summary-of-benefits close |
| | D) | the major-points close |
| | E) | the continuous-yes close |
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5 | |
The dentist is talking to the dental supplies salesperson about buying a new drill and attachments. Near the end of his presentation, the salesperson asked, "Do you want me to order you the spring latch type head or the classic latch type head?" What type of close was the salesperson using? |
| | A) | alternative-choice close |
| | B) | assumptive close |
| | C) | T-account close |
| | D) | summary-of-benefits close |
| | E) | standing-room-only close |
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6 | |
Which of the following is the BEST example of an assumptive close? |
| | A) | "I understand that you are an extremely gifted wood worker." |
| | B) | "Are you 100 percent sure that if I call on you next week, you will buy a new copy machine from me?" |
| | C) | "Would you prefer the interior of your new car to be tan or black?" |
| | D) | "I'm not sure that we have any cashmere turtlenecks in stock." |
| | E) | "I am going to send you three boxes of leather gloves, a case of leather wallets, and three dozen leather portfolios." |
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7 | |
Kent sells Sunhill woodworking equipment. He has called on a small company that has a reputation as the producer of fine furniture and cabinets. What type of close should he use if he knows the owner is convinced that no other company can produce the same high-quality product as his company does? |
| | A) | the technology close |
| | B) | the standing-room-only close |
| | C) | the modified T-account close |
| | D) | the assumptive close |
| | E) | the compliment close |
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8 | |
With which type of close will you need to reference the FAB statements you made during your presentation? |
| | A) | the probability close |
| | B) | the summary-of-benefits close |
| | C) | the minor-points close |
| | D) | the T-account close |
| | E) | the technology close |
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9 | |
The use of the _____ close may be viewed by prospects as an insult to their intelligence. |
| | A) | continuous-yes close |
| | B) | summary-of-benefits |
| | C) | probability |
| | D) | negotiation |
| | E) | T-account |
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10 | |
Which type of close is also called the Benjamin Franklin close? |
| | A) | the continuous-yes close |
| | B) | the T-account close |
| | C) | the minor-points close |
| | D) | the negotiation close |
| | E) | the probability close |
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11 | |
Which of the following is the BEST example of a standing-room-only close? |
| | A) | "Do you want the band saw delivered Monday or Thursday?" |
| | B) | "Now the things you really liked about this computer was the ergonomically-designed key board, its large monitor, and the modem speed. The things you didn't like were the size of the hard drive, its RAM capacity, and its price." |
| | C) | "As an expert in the woodworking field, I know you can appreciate the importance of having blades that stay sharper three times longer than the average blades." |
| | D) | "The price of our mannequins will be increased by almost 20 percent next Monday. You can buy now at the lower price, or wait till later and pay more." |
| | E) | "Do you want the refrigerator with the freezer on the side or the model with the freezer on the bottom?" |
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12 | |
The deli owner asked the salesperson for Zero Zone merchandise display cabinets to come back next week. The owner claimed to be too busy to make a decision this week At that point the Zero Zone salesperson asked the deli owner to predict the likelihood that he would buy next week. What type of a close was the Zero Zone salesperson using? |
| | A) | the technology close |
| | B) | the minor-points close |
| | C) | the probability close |
| | D) | the T-account close |
| | E) | the summary-of-benefits close |
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13 | |
The real estate agent asked the potential home buyer, "If I can convince the current home owner to pay 50 percent of the closing costs and to include his refrigerator in the sale of the house, would you be willing to pay for the replacement of the carpet? Which closing method was the real estate agent using? |
| | A) | the continuous-yes close |
| | B) | the T-account close |
| | C) | the standing-room-only close |
| | D) | the negotiation close |
| | E) | the probability close |
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14 | |
If a salesperson does NOT want to close a sale, he or she should: |
| | A) | establish a balanced dialogue with customers |
| | B) | respond to the customer's needs with product benefits |
| | C) | avoid questions that might uncover the customer's needs |
| | D) | recognize and handle negative customer attitudes promptly and directly |
| | E) | not acknowledge the importance of what the customer has to say |
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15 | |
The most powerful way to close a sales call: |
| | A) | involves using a summary of benefits that interest the customer |
| | B) | is to use the SELL sequence and ignore the FAB statements |
| | C) | requires the use of a close that creates a sense of urgency in the prospect |
| | D) | is to use the FAB statements and ignore the SELL sequence. |
| | E) | gives the prospect ample time to consider his or her decision and uses veiled closes to alleviate sales pressure |
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2002 McGraw-Hill Higher Education