Question 1

What particular closing technique is based on the process people use to make decisions?

Accepted Answer

The T-account closing technique is based on the process people use to make decisions. It involves creating a list of pros and cons or advantages and disadvantages and weighing them against each other to arrive at a decision. This helps the salesperson to address any objections or concerns the customer may have and ultimately convince them to make a purchase. Minor points, negotiation, forestalling, and compliment closing techniques are not specifically based on the decision-making process.

Question 2

Charles is in the market for a new lawnmower.After speaking to an employee at the local hardware store, Charles agrees to buy a top of the line industrial lawnmower.When the transaction was done, the employee looks up at Charles and asks the following question; "Charles, are you aware you could double the warranty period to 4 years by purchasing complementary insurance for as little as $59.00?" What is the employee doing by asking this question?

Accepted Answer

The employee is cross-selling Charles by offering him complementary insurance that could extend the warranty period for as little as $59.00. This suggests that the employee is trying to sell Charles an additional product that complements his initial purchase, which is a common strategy in sales.

Question 3

When talking to a young man buying his first new car, the salesperson said, "I'm not sure we have a stereo system to fit your car.Would you want it if we have it in stock?" What closing technique is the salesperson using?

Accepted Answer

The answer of When talking to a young man buying...

Question 4

"Thank you, Ms.Kwan for the camera order.By the way, were you aware that we offer first time purchasers like yourself a 40% discount on film ordered with the camera?" What technique is being used by the salesperson?

Accepted Answer

The salesperson is using add-on selling by offering a discount on film ordered with the camera. This encourages the customer to purchase more items and can also increase the salesperson's commission.

Question 5

Haylee tells her clients the following, "I will throw in a free two-year warranty if you make the purchase today." Which closing technique is Haylee using?

Accepted Answer

Haylee is using the concession technique by offering an additional benefit (a free two-year warranty) to encourage the client to make the purchase immediately.

Question 6

The salesperson has just asked the prospect to order three cases of pet flea collars, and his prospect says, "I want to think it over." Which close is recommended for this situation?

Accepted Answer

The probability close is recommended because it helps to gauge the prospect's level of interest and address any concerns they might have, encouraging them to make a decision.

Question 7

Which of the following is the main reason why the ultimatum close is not used as often anymore as it was in the past?

Accepted Answer

In the past, sales were more transactional and focused on closing the deal as quickly as possible. However, in modern sales, there is a greater emphasis on building relationships and establishing trust with customers. The ultimatum close can come across as pushy and may damage the relationship between the salesperson and the buyer. Therefore, it is not used as often anymore.

Question 8

Which closing technique tends to generate in the prospect a sense of excitement and the need for quick action on their part?

Accepted Answer

The urgency closing technique tends to create a sense of excitement and the need for quick action on the part of the prospect. By creating a sense of urgency, the salesperson can instill a feeling in the prospect that if they don't act now, they might miss out on an opportunity. This can motivate the prospect to make a decision quickly, which can lead to a sale.

Question 9

Even though Bob and Marie had not placed their order, the salesperson asked, "Would you prefer delivery of this shower enclosure Thursday or Saturday?" Which of these terms best describes this closing technique?

Accepted Answer

The answer of Even though Bob and Marie had not...

Question 10

Henry is trying to close the sale.He suggests that the client can contact the General Manager of the client's subsidiary to confirm how pleased the GM has been about Henry's product and services.In this example, Henry is using what closing technique?

Accepted Answer

Henry is using a testimonial to try and close the sale by suggesting that the client can confirm how pleased the GM has been with Henry's product and services. This is meant to provide social proof and build trust with the client.

Question 11

A salesperson uses the following statement in trying to close a deal: "I am prepared to give you a 15% discount if you agree to increase the order size by 15%-both of us win in this situation.You secure a lower price, and we receive a larger order.How does that sound?" What closing technique is being effectively used here by the salesperson?

Accepted Answer

The answer of A salesperson uses the following statement in...

Question 12

Which of the following is NOT be a true statement associated with the "summary of benefits" closing technique?

Accepted Answer

This statement is not a true statement associated with the "summary of benefits" closing technique. The correct sequence is to determine the key benefits the prospect is looking for before summarizing the benefits of the product or service.

Question 13

When should cross selling be attempted?

Accepted Answer

Cross-selling should only be attempted once the original order is in hand, as attempting to cross-sell too early can risk overwhelming or turning off the customer.

Question 14

As the salesperson hands Kent the sunglasses, he asks, "You like the fit, the colour, and how these glasses darken, right?" What classical closing technique is the salesperson using?

Accepted Answer

The salesperson is summarizing the benefits of the sunglasses that Kent liked, which is a classic closing technique known as summary-of-benefits.

Question 15

You have been asked to explain the central theme associated with the "negotiation close" technique.Which of the following statement should be central to your explanation?

Accepted Answer

The central theme of the "negotiation close" technique is to find ways for both parties to have a fair deal, ensuring a mutually beneficial outcome.

Question 16

The guideline for cross-selling stated in the textbook emphasizes that the value of the add-on sale should not increase the value of the overall order by more than:

Accepted Answer

The answer of The guideline for cross-selling stated in the...

Question 17

Julie notices her prospect is having a hard time deciding whether to lease a new car.To help the prospect decide, Julie asks the prospect to make two lists: one list for the pros of leasing and the other list for the cons of leasing.What specific closing technique is Julie using with her prospect?

Accepted Answer

Julie is using the T-account closing technique, which involves listing the pros and cons to help the prospect make a decision.

Question 18

Most sales negotiations focus on what two major themes?

Accepted Answer

Price and value are the two major themes in sales negotiations as they determine the cost and benefits of a product or service for the buyer. The other options may also be discussed in negotiations, but they are not the primary focus.

Question 19

Which of the following is NOT a general rule that should be followed when cross-selling?

Accepted Answer

Cross-selling first and closing later is not a general rule that should be followed. It is important to establish a relationship with the customer and provide value before attempting to cross-sell or make a sale.

Question 20

Which of the following is NOT a recommended closing technique to use if you the salesperson are dealing with an indecisive prospect?

Accepted Answer

The compliment close is not typically used to address indecisiveness; it focuses on building rapport rather than directly encouraging decision-making.

Quiz 11: Closing the Beginning of a New Relationship