Closing Begins The Relationship

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Questions Bank

The Life,Times,and Career of the Professional Salesperson
Relationship Marketing: Where Personal Selling Fits
Ethics First Then Customer Relationships
The Psychology of Selling: Why People Buy
Communication for Relationship Building: Its Not All Talk
Sales Knowledge: Customers,Products,technologies
Prospecting the Lifeblood of Selling
Planning the Sales Call Is a Must
Carefully Select Which Sales Presentation Method to Use
Begin Your Presentation Strategically
Elements of a Great Sales Presentation
Welcome Your Prospects Objections
Closing Begins the Relationship
Service and Follow-Up for Customer Retention
Time,Territory,and Self-Management: Keys to Success
Planning,Staffing,and Training Successful Salespeople
Motivation,Compensation,Leadership,and Evaluation of Salespeople

All Questions

Question 1

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According to the Golden Rule,a salesperson should not close the sale if the product is not suitable for the customer.

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Question 2

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Closing is the process of helping people make decisions that will benefit them.

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Question 3

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Salespeople should not attempt to close a sale before completing the sales presentation.

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Question 4

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A buying signal refers to anything the prospect says or does to indicate a readiness to buy.

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Question 5

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You are calling on a new prospect.During the sales call,the prospect carefully scrutinizes the sample product that you have given him.This is an example of a buying signal.

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Question 6

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A prospect that becomes increasingly anxious during a sales presentation is sending a buying signal.

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Question 7

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A retail salesman explains the features of a television.After listening to the salesman,the prospect asks,"How much is it?" This question is clearly an objection.

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Question 8

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A salesperson should attempt a close only once.To do otherwise makes the prospect think the salesperson is pushy.

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Question 9

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It is appropriate to use a trial close after discussing information relative to overcoming the objection.

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Question 10

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A salesperson should ask for the order and remain silent until the buyer responds.

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Question 11

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Three closes is the maximum number of closes for any given sales presentation.

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Question 12

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If you find your prospect is in a bad or hostile mood,it is usually a good idea to avoid trying to close.

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Question 13

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Successful salespeople ask the closing question and then briefly summarize the product's benefits.

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Question 14

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According to the text,closing the sale should be the hardest part of the presentation.

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Question 15

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The salesperson should not slow down a presentation even if the prospect is a slow thinker.

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Question 16

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The alternative-choice close allows prospects to choose between buying and not buying the product from the salesperson.

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Question 17

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"Will you need one box of nails or two to go with those roofing shingles?" is an example of an alternative-choice close.

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Question 18

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Robert,a pharmaceutical sales representative,is calling on the purchasing executive of a hospital for the first time.The assumptive closing technique is best suited for this sales call.

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Question 19

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The summary of benefits close is extremely useful if it targets a specific prospect's personality.

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Question 20

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The compliment close is particularly effective when you are calling on a prospect who has a big ego.

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