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Difficulties closing the sale are most likely to arise when?
A) The salesperson is not strategically prepared for the close.
Which of the following is one of the buying anxieties that make customers reluctant to commit, according to Gene Bedell, author of 3 Steps to Yes?
C) fear of making a mistake
During the close, attention should be focused on:
C) the one specific benefit that generates the most excitement
A salesperson who says, "As I described earlier, we have two financing methods available; Which of them do you prefer?" is using which of the following closing methods?
D) multiple options
When you are working on a large, complex sale you should try to achieve:
E) incremental commitment
A salesperson who says, "If you will sign the order today, I can guarantee delivery within five days," is using which of the following closing methods?
A) direct appeal
Which is true of doing sales work in Latin America?
A) You might receive a hug and pat on the back as part of the greeting process.
You have covered the major points of the sales presentation and detected considerable buyer interest, but you feel that the prospect will not be able to put the entire picture together without help. Which type of closing would be most appropriate?
C) summary-of-benefits close
After closing a sale, the salesperson should do which of the following?
B) Describe the satisfaction that will come from owning the product.
Prior to the introduction of consultative selling and the partnering era, closing was often presented as:
E) the most important aspect of the sales process
Which of the following is a major step to be followed when using the multiple options close?
E) Concentrate on the options the prospect seems to be interested in.
Michael LeBoeuf, author of How to Win Customers and Keep Them for Life, says that a surprising number of yes responses come:
B) on the fourth or fifth closing attempt
A closing clue can be described as a(n):
C) verbal or nonverbal form of feedback from the customer
The statement, "We have always wanted to own a travel trailer like this one," is a closing clue that falls into which of the following categories?
If the prospect says "no," which of the following should the salesperson avoid?
E) Display open disappointment and indicate that you would like to return later and present the proposal a second time.
To close a sale more effectively, it helps to look at the value proposition:
A) from the customer's point of view
Incremental closes are especially appropriate for products:
B) with a long, complex sales cycle
Withholding information from customers to reveal at the close is a bad idea because springing new information could:
C) jeopardize the sale and cause bad feelings
alespeople should be confident at the time of the close if they can answer "yes" to all of the following questions EXCEPT:
D) Are you ready to give discounts if they are needed?
An indication, either verbal or nonverbal, that the prospect is preparing to make a buying decision is called:
E) a closing clue
Which of the following is a nonverbal buying clue?
D) The prospect leans forward and appears to be intent on hearing your message.
The best closing method is:
B) the one that is appropriate to the customer
Salespeople should never put pressure on a buyer with this communication style, and must understand the buyer's perceived risks to overcome them. Which communication style does this buyer have?
Salespeople should provide support for this type of buyer's opinions and ideas, as this buyer needs social acceptance. Which communication style does this buyer have?
Salespeople should never put pressure on a buyer with this communication style, and will not get anywhere by appealing to emotions. Which communication style does this buyer have?
Salespeople should persist if the first effort to close is rejected, as this type of buyer admires persistence. Which communication style does this buyer have?
The confirmation step is important because it:
B) reassures the buyer that they made the right decision
An emotional response that can take various forms such as feelings of regret, fear, or anxiety is:
C) buyer's remorse
When a sale is lost, it is important to review the chain of events because:
D) this will enable the salesperson to learn from his or her mistakes
Once a salesperson has lost a deal, the salesperson should:
E) keep the door open for future sales
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