Question 1

Match the type of closing that can be used by a salesperson with the explanation:
-The salesperson finishes the presentation and waits for the prospect to make a decision.

Accepted Answer

The silent close involves the salesperson finishing the presentation and then remaining silent, allowing the prospect to make a decision without further prompting.

Question 2

Match the type of closing that can be used by a salesperson with the explanation:
-The salesperson assumes the prospect is ready to buy and asks how payment will be made.

Accepted Answer

The presumptive close involves the salesperson assuming the prospect is ready to make a purchase and proceeding to discuss the next steps, such as payment methods.

Question 3

Match the type of closing that can be used by a salesperson with the explanation:
-The salesperson closes by asking for a decision while explaining the last question or objection raised by the prospect.

Accepted Answer

The single obstacle close involves addressing and resolving the last objection or question raised by the prospect before asking for a decision.

Question 4

Match the type of closing that can be used by a salesperson with the explanation:
-The salesperson appeals to the prospect's emotions or creates a sense of urgency to make a decision.

Accepted Answer

The arousal close involves appealing to the prospect's emotions or creating a sense of urgency to encourage them to make a decision.

Question 5

What is cross-selling?

Accepted Answer

The answer of What is cross-selling?...

Question 6

What is the difference between outbound telemarketers and inbound telemarketers? Are they order getters or order takers?

Accepted Answer

The answer of What is the difference between outbound telemarketers...

Question 7

Discuss the various categories of personal selling.

Accepted Answer

The answer of Discuss the various categories of personal selling....

Question 8

Discuss the various types of buyer-seller dyads in terms of the type of relationship.

Accepted Answer

The answer of Discuss the various types of buyer-seller dyads...

Question 9

What are database warehousing and data mining?

Accepted Answer

The answer of What are database warehousing and data mining?...

Question 10

Identify the steps in developing a customer relationship management program (CRM).

Accepted Answer

The answer of Identify the steps in developing a customer...

Question 11

Compare and contrast order takers to order getters.

Accepted Answer

The answer of Compare and contrast order takers to order...

Quiz 16: Personal Selling, Databases, and Direct Marketing

Match the type of closing that can be used by a salesperson with the explanation: -The salesperson finishes the presentation and waits for the prospect to make a decision.

Match the type of closing that can be used by a salesperson with the explanation: -The salesperson assumes the prospect is ready to buy and asks how payment will be made.

Match the type of closing that can be used by a salesperson with the explanation: -The salesperson closes by asking for a decision while explaining the last question or objection raised by the prospect.

Match the type of closing that can be used by a salesperson with the explanation: -The salesperson appeals to the prospect's emotions or creates a sense of urgency to make a decision.