Question 1

Lacey Abrams is the sales representative for the Brook Park Zoo.She sells events,such as wedding receptions,corporate dinners,and fundraisers,that are held on zoo grounds.She has just finished negotiating all the details of Anne Mason's upcoming wedding reception with her and is ready to close the sale and ask Anne to sign the contract.
-What type of close is Lacey most likely to use?

Accepted Answer

A)  summary of benefits
B)  trial
C)  direct appeal
D)  assumptive
E)  special optionsF) C) and D)
G) All of the above

Question 2

Ahmed ElShatif sells life and disability insurance to members of a large union in the Willamette Valley region.His company is the only approved insurance vendor for the union,so he is not competing against other insurance agents,but his prospects are not required to buy any insurance coverage at all.He spends an average of 20 minutes with each prospect,learning about their needs and explaining the various insurance products,and choosing the right combination for each prospect.
-Which of the following would give Ahmed the strongest indicator that the prospect was ready to close the sale?

Accepted Answer

A)  The prospect says,"I don't understand why I'd need disability insurance."
B)  The prospect says,"When is the first payment due?"
C)  The prospect says,"I'm very happy with my current coverage."
D)  The prospect says,"Don't you have any less expensive policies?"
E)  The prospect says,"I have coverage through my wife's job."F) B) and D)
G) C) and D)

Question 3

An emotional response that can take various forms such as feelings of regret,fear,or anxiety is:

Accepted Answer

A)  Saturday-morning syndrome
B)  buyer's high
C)  buyer's remorse
D)  closing reluctance
E)  closing reserveF) A) and E)
G) A) and C)

Question 4

Shane Chadwick is a sales representative for the Metropolitan Commuter Rail Service,selling ad space inside commuter rail train cars and stations.He has presented and negotiated to a new church trying to attract new members by advertising their philosophy and service times.
-Shane and the church representative spend time talking about ways to structure the deal to make it possible for the church to buy the ads.Shane offers to discount the ad space if the church pays for the printing costs.This discussion is part of:

Accepted Answer

A)  an extended close
B)  negotiations
C)  rebuilding rapport
D)  logrolling
E)  partneringF) B) and C)
G) A) and C)

Question 5

The close is a good time to deal with controversial areas and problems.

Accepted Answer

A) True 
 B)False

Question 6

What suggestions would you give to a salesperson that does not successfully close a sale?

Accepted Answer

1.Make sure the deal is really dead.Ther...

Question 7

Lacey Abrams is the sales representative for the Brook Park Zoo.She sells events,such as wedding receptions,corporate dinners,and fundraisers,that are held on zoo grounds.She has just finished negotiating all the details of Anne Mason's upcoming wedding reception with her and is ready to close the sale and ask Anne to sign the contract.
-Why is post-sale service and execution of the event particularly important for Lacey as a sales representative?

Accepted Answer

A)  The zoo is so small that Lacey is also the catering manager.
B)  Lacey needs repeat wedding business from the bride.
C)  Without giving a discount,Lacey must make up for the high prices the zoo charges.
D)  The event itself is both a presentation and a proof device for all of the attendees that can bring Lacey more sales.
E)  Lacey must make up for the missed opportunity to excel at delivery and installation.F) All of the above
G) None of the above

Question 8

Lacey Abrams is the sales representative for the Brook Park Zoo.She sells events,such as wedding receptions,corporate dinners,and fundraisers,that are held on zoo grounds.She has just finished negotiating all the details of Anne Mason's upcoming wedding reception with her and is ready to close the sale and ask Anne to sign the contract.
-Which of the following is a signal that Anne is ready to sign the contract to book the reception?

Accepted Answer

A)  She looks at her watch.
B)  She checks her phone for messages.
C)  She asks,"How much do I need to put down now to reserve the date?"
D)  She asks,"Why don't you offer pre-set desserts?"
E)  She says,"The country club offers a chocolate fountain at no extra cost."F) B) and C)
G) B) and E)

Question 9

Which is true of doing sales work in Latin America?

Accepted Answer

A)  You might receive a hug and pat on the back as part of the greeting process.
B)  Your interactions with decision makers will be direct and efficient.
C)  Lunch with the client tends to be brief and productive.
D)  Brazilian clients conduct business in Spanish or Portuguese interchangeably.
E)  Latin Americans do not value professional credentials or titles.F) All of the above
G) D) and E)

Question 10

Once a salesperson has lost a deal,the salesperson should:

Accepted Answer

A)  remove the client's records from the CRM system
B)  send the client an email expressing displeasure with the negotiation process
C)  avoid contact with the client
D)  make sure the client knows about the weaknesses of the competitor
E)  keep the door open for future salesF) B) and D)
G) A) and B)

Question 11

As a general rule,a salesperson should ask for the sale no more than three times.

Accepted Answer

A) True 
 B)False

Question 12

Incremental closes are especially appropriate for products:

Accepted Answer

A)  with a direct sales cycle
B)  with a long,complex sales cycle
C)  that are extremely expensive
D)  requiring more than one decision-maker to purchase
E)  that are complex technicallyF) A) and D)
G) A) and C)

Question 13

Shane Chadwick is a sales representative for the Metropolitan Commuter Rail Service,selling ad space inside commuter rail train cars and stations.He has presented and negotiated to a new church trying to attract new members by advertising their philosophy and service times.
-What makes selling ad space in the commuter rail system especially difficult?

Accepted Answer

A)  There are many other places and mediums in which prospects can advertise,so Shane needs to present a compelling reason to advertise on trains and in stations.
B)  People buy products,not services,so it is difficult for Shane to sell something that is not a tangible product.
C)  No one wants to pay for something that should be free,so Shane has to build a case for why a prospect should pay for ad space instead of getting it free.
D)  Prospects are concerned about buying advertising space on a moving vehicle,as they worry that the audience will not be able to read their messages.
E)  Prospects worry that the commuter rail ads target a specific audience.F) B) and D)
G) B) and C)

Question 14

An example of a trial close is when the salesperson says,"Can I get your signature here?"

Accepted Answer

A) True 
 B)False

Question 15

A ________ is any positive statement regarding your product or some factor relating to the sale,such as credit terms or delivery date.

Accepted Answer

The answer of A ________ is any positive statement regarding...

Question 16

Lacey Abrams is the sales representative for the Brook Park Zoo.She sells events,such as wedding receptions,corporate dinners,and fundraisers,that are held on zoo grounds.She has just finished negotiating all the details of Anne Mason's upcoming wedding reception with her and is ready to close the sale and ask Anne to sign the contract.
-Because Lacey sells a service and not a product it is vital that:

Accepted Answer

A)  she use proof devices to sell the event
B)  she be on the scene when delivery is made
C)  she not charge sales tax
D)  she talk Anne into buying something Anne doesn't really need
E)  she work closely with the events manager to ensure perfect execution of the eventF) B) and D)
G) A) and E)

Question 17

Lack of self-confidence may prevent salespeople from asking for the order.

Accepted Answer

A) True 
 B)False

Question 18

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?

Accepted Answer

A)  balance sheet close
B)  management close
C)  summary-of-benefits close
D)  trial close
E)  assumptive closeF) All of the above
G) D) and E)

Question 19

Requirements posed by the customer may indicate readiness to buy.

Accepted Answer

A) True 
 B)False

Question 20

The ________ ________ close offers the buyer something extra for acting immediately.

Accepted Answer

The answer of The ________ ________ close offers the buyer...

Exam 14: Adapting the Close and Confirming the Partnership

Correct Answer
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Requirements posed by the customer may indicate readiness to buy.

Correct Answer
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Correct Answer
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What suggestions would you give to a salesperson that does not successfully close a sale?

Correct Answer
verified
1.Make sure the deal is really dead.Ther...
View Answer

As a general rule,a salesperson should ask for the sale no more than three times.

Correct Answer
verified

A ________ is any positive statement regarding your product or some factor relating to the sale,such as credit terms or delivery date.

Correct Answer
verified

An example of a trial close is when the salesperson says,"Can I get your signature here?"

Correct Answer
verified

The close is a good time to deal with controversial areas and problems.

Correct Answer
verified

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?

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Lack of self-confidence may prevent salespeople from asking for the order.

Correct Answer
verified

Incremental closes are especially appropriate for products:

Correct Answer
verified

Which is true of doing sales work in Latin America?

Correct Answer
verified

Correct Answer
verified

Once a salesperson has lost a deal,the salesperson should:

Correct Answer
verified

Correct Answer
verified

An emotional response that can take various forms such as feelings of regret,fear,or anxiety is:

Correct Answer
verified

Correct Answer
verified

The close offers the buyer something extra for acting immediately.

Correct Answer
verified

Exam 14: Adapting the Close and Confirming the Partnership

Correct AnswerverifiedShow Answer

Requirements posed by the customer may indicate readiness to buy.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

What suggestions would you give to a salesperson that does not successfully close a sale?

Correct Answerverified1.Make sure the deal is really dead.Ther...View AnswerShow Answer

As a general rule,a salesperson should ask for the sale no more than three times.

Correct AnswerverifiedShow Answer

A ________ is any positive statement regarding your product or some factor relating to the sale,such as credit terms or delivery date.

Correct AnswerverifiedShow Answer

An example of a trial close is when the salesperson says,"Can I get your signature here?"

Correct AnswerverifiedShow Answer

The close is a good time to deal with controversial areas and problems.

Correct AnswerverifiedShow Answer

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?

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Lack of self-confidence may prevent salespeople from asking for the order.

Correct AnswerverifiedShow Answer

Incremental closes are especially appropriate for products:

Correct AnswerverifiedShow Answer

Which is true of doing sales work in Latin America?

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Once a salesperson has lost a deal,the salesperson should:

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

An emotional response that can take various forms such as feelings of regret,fear,or anxiety is:

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

The ________ ________ close offers the buyer something extra for acting immediately.

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
1.Make sure the deal is really dead.Ther...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
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Correct Answer
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Correct Answer
verified

Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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The close offers the buyer something extra for acting immediately.

Correct Answer
verified