 |
1 | |
Often the close of the sale comes after the sales presentation. |
| | A) | True |
| | B) | False |
|
|
2 | |
Buying signals are clues that the prospect is a clue to you to start your trial close. |
| | A) | True |
| | B) | False |
|
|
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. |
| | A) | True |
| | B) | False |
|
|
4 | |
A good salesperson perceives closing as having many different steps. |
| | A) | True |
| | B) | False |
|
|
5 | |
Some prospects may view the continuous-yes close as an insult to their intelligence. |
| | A) | True |
| | B) | False |
|
|
6 | |
Not every sale is a negotiation. |
| | A) | True |
| | B) | False |
|
|
7 | |
If your experience as a salesperson is typical, your close will most often take place: |
| | A) | after buying signals have been eliminated. |
| | B) | directly after the follow-up. |
| | C) | before the preapproach. |
| | D) | directly after the preapproach. |
| | E) | directly after the presentation. |
|
|
8 | |
Which of the following actions is an example of a buying signal? |
| | A) | The prospect asks, "How much is it?" |
| | B) | The potential customers inquires, "Do you carry 8, 12, 36, and 54 foot lengths of this pipe?" |
| | C) | The buyer begins to look more relaxed. |
| | D) | The husband asks his wife, "What do you think about it?" |
| | E) | All of the above actions are buying signals. |
|
|
9 | |
Which of the following statements about buying signals is true? |
| | A) | Buying signals hint the prospect is in the interest stage of the buying process. |
| | B) | Buying signals are all nonverbal. |
| | C) | A buying signal occurs when a prospect carefully scrutinizes the salesperson's product. |
| | D) | Buying signals indicate the prospect is ready to voice his or her objections. |
| | E) | None of the above statements about buying signals are true. |
|
|
10 | |
As a general rule, you, as a salesperson, who has received an order should leave the customer's office as soon as possible to avoid talking yourself out of the order. According to the text, it is not necessary for you to follow this rule if: |
| | A) | you must explain how to use the product correctly for safety reasons. |
| | B) | you are asking the customer for the names of other prospects. |
| | C) | you must explain how to use the product correctly to make certain the buyer gets full benefit from the purchase. |
| | D) | the prospect has bought before you expected, you may stay, but should spend the remaining time you had allocated for this call to engage in relationship building. |
| | E) | the product is technologically complex. |
|
|
11 | |
According to the text, the minimum number of times a salesperson should attempt to close is: |
| | A) | one. |
| | B) | two. |
| | C) | three. |
| | D) | four. |
| | E) | dependent on the situation and the prospect. |
|
|
12 | |
_____ should be the easiest part of the presentation. |
| | A) | Prospecting |
| | B) | The approach |
| | C) | Demonstrating the product |
| | D) | Closing the sale |
| | E) | Handling objections |
|
|
13 | |
Andy is selling ergonomically-designed hand tools when the prospect picks up one of the hammers Andy is trying to sell and starts pretending that he is driving nails. The prospect is: |
| | A) | telling Andy that he is no longer interested in the tools |
| | B) | giving Andy a buying signal |
| | C) | relaying a disagreement signal |
| | D) | trying to tell Andy that he is tired of the whole process |
| | E) | taking control of the sales presentation |
|
|
14 | |
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 |
|
|
15 | |
Ravi 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 |
|