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ABC's of Relationship Selling, 7/e
Charles M. Futrell, Texas A&M University
Closing Begins the Relationship

True/False Quiz



1

If a customer has a negative attitude after the salesperson addresses their objections, the customer will not make a commitment.
A)True
B)False
2

If a customer were hostile, the best close technique would be the alternative-choice.
A)True
B)False
3

When a salesperson develops a series of benefit questions that the prospect must answer, the salesperson is using the minor-points close technique.
A)True
B)False
4

Once you have determined which closing technique you will use, you should not deviate from that approach.
A)True
B)False
5

Sales people who are good closers know their customers and tailor their presentations to meet each person's specific needs.
A)True
B)False




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