Question 1

When using the ________, a salesperson more impactfully and effectively summarizes key value-added benefits for the prospect by using technologies such as PowerPoint, Excel, or other multimedia tools.

Accepted Answer

The "technology close" involves using technology tools like PowerPoint or Excel to effectively summarize and present key benefits to the prospect, enhancing the impact of the sales pitch.

Question 2

The ________ refers to offering a special incentive to encourage the prospect to buy now.

Accepted Answer

The "special deal close" involves offering a special incentive to encourage the prospect to make a purchase immediately.

Question 3

In using the ________, the salesperson agrees to take the product back and refund the customer's money if the product doesn't prove satisfactory.

Accepted Answer

The "no-risk close" involves offering a guarantee to the customer that they can return the product and receive a refund if it does not meet their expectations, thus minimizing the perceived risk of the purchase.

Question 4

When salespeople do not have the authority to make the prospect's requested commitments or concessions, they can elicit the assistance of a senior sales manager who has the authority to make the necessary decisions to close the sale is known as the __________.

Accepted Answer

The management close involves bringing in a senior sales manager who has the authority to make decisions that the salesperson cannot, in order to help close the sale.

Question 5

The ________is used as an emotional fear appeal to cause anxiety that the prospect may lose out on a special deal or incentive. A salesperson could suggest that the special offer to provide an ancillary product or service free of charge is available only for another week, thereby evoking an immediate purchase.

Accepted Answer

The "takeaway close" is a sales technique that creates urgency by suggesting that a special offer or deal is only available for a limited time, prompting the prospect to make an immediate decision to avoid missing out.

Question 6

When using the ________, the salesperson turns the prospect over to another salesperson with a fresh approach or a better chance to make the sale.

Accepted Answer

The turnover close involves transferring the prospect to another salesperson who might have a better chance of closing the sale.

Question 7

When using the ________, the salesperson starts to walk away, and then "remember" another benefit or special offer after the prospect has relaxed his or her defenses.

Accepted Answer

The "pretend-to-leave close" involves the salesperson starting to leave, which lowers the prospect's defenses, and then "remembering" another benefit or offer to re-engage the prospect.

Question 8

When the sale seems lost, apologize for not being able to satisfy the prospect and ask what it would have taken to secure the sale. Then offer that. This is known as the ________.

Accepted Answer

The answer of When the sale seems lost, apologize for...

Question 9

A __________ is any well-placed attempt to close the sale; can be used early and often throughout the PSP.

Accepted Answer

A trial close is a technique used to gauge the buyer's readiness to make a purchase and can be used at various stages of the sales process to test the waters and move the sale forward.

Question 10

Customer service provided not just after the sale is closed, but throughout the PSP is known as __________.

Accepted Answer

Follow-up refers to the ongoing customer service provided throughout the purchase and sales process (PSP), not just after the sale is closed.

Question 11

The preapproach refers to the first step in the PSP, wherein salespeople find leads and qualify them.

Accepted Answer

The preapproach is the second step in the Personal Selling Process (PSP), where salespeople gather information and plan their sales presentation after identifying and qualifying leads in the first step.

Question 12

After passing the four criteria that includes need, authority, money, and eligibility to buy the prospect is qualified as a lead.

Accepted Answer

The criteria mentioned (need, authority, money, and eligibility) are typically used to qualify a prospect as a "qualified lead" or "sales qualified lead," not just a "lead." A lead is generally someone who has shown interest but may not yet meet all these criteria.

Question 13

A lead represents the name and address or telephone number of a person or organization potentially needing the company's products or services

Accepted Answer

A lead is a potential customer or client who has shown interest in a company's products or services, often identified by their contact information.

Question 14

Prospecting refers to the approach-planning stage of the PSP.

Accepted Answer

Prospecting refers to the initial stage of identifying and qualifying potential customers, not the approach-planning stage.

Question 15

The first face-to-face contact with the prospect is known as the approach.

Accepted Answer

The approach is the initial stage in the sales process where the salesperson makes the first face-to-face contact with the prospect to establish a relationship and begin the sales conversation.

Question 16

Ultimately the overall objectives that sales calls are supposed to generate sales, develop the market, and protect the market.

Accepted Answer

Sales calls aim to achieve multiple objectives, including generating sales, expanding market presence, and maintaining existing market share.

Question 17

An effective way to prepare the prospect for the first sales contact is called prenotification.

Accepted Answer

The answer of An effective way to prepare the prospect...

Question 18

Seeding encompasses a technique in which the salesperson makes a telephone call or sends a letter, e-mail, or fax to request permission to send sales materials and pique the prospect's interest in scheduling the face-to-face sales call.

Accepted Answer

The answer of Seeding encompasses a technique in which the...

Question 19

Components of SMART objectives include sales call objectives that are specific, measurable, achievable, relational, and temporal.

Accepted Answer

SMART objectives include sales call objectives that are specific, measurable, achievable, relevant, and time-bound.

Question 20

The critical center stage or "showtime" in the selling process is making the sales presentation and demonstration.

Accepted Answer

The sales presentation and demonstration are crucial as they directly engage the customer, showcasing the product's benefits and features, aiming to persuade the customer to make a purchase.

Quiz 4: The Selling Process