54) You are selling skiwear to the manager of a large ski resort. The manager has agreed to order
ten down-filled jackets. After finalizing the sale, you should:
A) spend some more time with the client to build a trusting relationship.
B) explain the terms and conditions of the sale again.
C) use a trial close to try to get additional sales.
D) collect the order and leave.
E) invite the client to lunch.
55) A salesperson should try to close a sale at least ________ time(s).
A) one
B) two
C) three
D) five
E) seven
56) To become a truly professional salesperson, you must be able to close under fire, which
means to:
A) ignore the prospect’s order objections.
B) shift the burden of proof to the prospect.
C) deal with interruptions and continue a presentation.
D) ask for an order even when the prospect is in a bad mood.
E) ask for a larger than normal order even when unnecessary.
57) You are the salesperson of a large soft drink manufacturer. You are calling on a purchasing
agent to inform him about a new promotional offer and to ask for an order of 100 cases. When
you enter the customer’s place you realize that the customer is in a bad mood. How do you
respond to this situation?
A) Tell the agent about the offer but do not ask for the order.
B) Ask for a rescheduled appointment and call on him later.
C) Attempt to close once but not again if the prospect refuses.
D) Calmly get out of the scene to avoid conflicts.
E) Present the offer and ask for the order as usual.
58) According to the text, ________ should be the easiest part of the presentation.
A) prospecting
B) the approach
C) demonstrating the product
D) handling objections
E) closing the sale
59) Which of the following is true about a trial close?
A) A thwarted trial close means a sale will not occur.
B) Use a trial close during but not after a presentation.
C) Attempt a trial close after overcoming each objection.
D) A trial close is unnecessary when strong buying signals are given.
E) A trial close asks for a smaller quantity order compared to the real close.
60) Which of the following is NOT true about closing a sale?
A) Be sure that your prospect understands what you say.
B) Tailor your close to each prospect.
C) Avoid multiple closes as it can offend the customer.
D) Learn to recognize the buying signals for making effective closes.
E) Consider the customer’s point of view in everything you do and say.
61) To close more sales, it is essential that the professional salesperson does all of the following
EXCEPT:
A) ask for the order and remain quiet.
B) limit order requests to twice per call.
C) consider the customer’s point of view.
D) tailor a close to each prospect and sales call.
E) leave the customer’s place soon after taking the order.
62) Which of the following rules is NOT included on the text’s list of twelve keys to successful
closing?
A) Summarize benefits as related to the buyer’s needs.
B) Ask for the order and then be quiet.
C) Try a close immediately after summarizing the benefits.
D) Think that you’re going to be successful.
E) Focus primarily on direct objections.
63) Which of the following rules is listed as one of the text’s twelve keys to successful closing?
A) Summarize benefits as related to the buyer’s needs.
B) Assume all purchases are new task buying situations.
C) Once the order is made, start relationship building.
D) Don’t be overly optimistic prior to a sales presentation.
E) Don’t modify a presentation to a prospect’s personality.
64) With an alternative-choice close, the salesperson:
A) gives the prospect a compliment.
B) asks the prospect about the details of an order.
C) asks the prospect a series of benefit questions.
D) gives the prospect the choice of buying or not buying.
E) assumes the prospect will buy more products in the future.
65) Which of the following statements about the alternative-choice close is true?
A) The alternative-choice close does not give the customer the opportunity to have a preference.
B) The alternative-choice close provides a choice between something and nothing.
C) The alternative-choice close assumes that the customer does not have a desire to buy.
D) The alternative-choice close assumes that the customer will only buy if tricked into believing
a need exists for the product.
E) The alternative-choice close does not give the prospect a choice of buying or not buying.
66) “Would you prefer the freezer be on the top or bottom of the refrigerator?” This is an
example of a(n) ________ close.
A) summary-of-benefits
B) alternative-choice
C) iceberg
D) assumptive
E) standing-room-only
67) “Which do you like best—the flexible goggles or the rubber frame goggles?” This is an
example of a(n) ________ close?
A) Assumptive
B) Standing-room-only
C) Alternative-choice
D) Technology
E) Continuous-agreement
68) During the sales presentation for the CNC heavy-duty router, the salesperson asks, “Do you
prefer the 4-foot-by-4-foot or the 4-foot-by-8-foot table size router?” The prospect responds,
“Before I make my decision, tell me more about the motor that’s on this router.” Later during the
presentation, the salesperson says, “Do you want me to have the router delivered on Friday or
Monday?” When the prospect says, “Monday,” the salesperson knows he has closed the sale.
Which method of closing does the salesperson try the first time?
A) Assumptive
B) Standing-room-only
C) Alternative-choice
D) Technology
E) Continuous-agreement
69) Even though the prospect had not yet agreed to buy, the salesperson said, “I’ll make sure the
dishwasher is delivered to your house on Saturday.” This statement is an example of the
________ close.
A) compliment
B) alternative-choice
C) minor-points
D) assumptive
E) standing-room-only
70) A salesperson, after addressing all the objections, asks confidently “The next step in the
process would be sign the agreement and begin the implementation process. Shall we move
forward at this time?” This statement is an example of the ________ close.
A) compliment
B) alternative-choice
C) minor-points
D) Direct
E) standing-room-only
71) Which statement from the salesperson best represents the Direct close?
A) “You would require 500 cases this month. I will send them on Friday.”
B) “Do you want me to have the router delivered on Friday or Monday?“
C) “You are going to buy, so let’s settle the details on what you will purchase.”
D) “The next step in the process would be sign the agreement and begin the implementation
process. Shall we move forward at this time?”
E) “Since the cost of this line of plastic utensils will increase next week, can I place your order
for the product today?”
72) Which statement is correct regarding, the Direct close?
A) Salespeople use direct close by highlighting the main features, advantages, and benefits of
interest for the prospect.
B) With the direct close, the salesperson assumes the prospect will buy.
C) The direct close is especially effective when you talk with a prospect who is a self-styled
expert.
D) The direct close describes an explicit manner of closing.
E) The direct close uses questions to generate a decision point.
73) A salesperson, navigating throughout the organization, poses a question to a purchase
manager “In terms of next steps, what needs to happen next in the decision-making process?”
This statement is an example of the ________ close.
A) compliment
B) alternative-choice
C) minor-points
D) Question
E) standing-room-only
74) Which statement is correct regarding, the Question close
A) Salespeople use question close by highlighting the main features, advantages, and benefits of
interest for the prospect.
B) With the question close, the salesperson assumes the prospect will buy.
C) The question close is especially effective when you talk with a prospect who is a self-styled
expert.
D) While the situations may vary, the question close focuses on having the buyer make a key
decision.
E) The question close describes an explicit manner of closing.
75) “You would require 500 cases this month. I will send them on Friday.” This is an example of
________ closing technique.
A) assumptive
B) alternative-choice
C) minor-points
D) commanding
E) standing-room-only
76) The sales person saying, “I’ll call your order in this afternoon,” even before the prospect
agrees to buy is an example of the ________ close.
A) suggestive
B) alternative-choice
C) minor-points
D) assumptive
E) standing-room-only
77) In this type of close, the salesperson behaves as if the prospect wants to buy the product.
A) Compliment
B) Assumptive
C) Summary-of-benefits
D) Technology
E) Minor-points
78) An assumptive close is most effective with:
A) long-term customers.
B) industrial products.
C) consumer goods.
D) service providers.
E) new prospects.
79) Which type of close is effective with a prospect who is a self-styled expert or who has a big
ego?
A) Compliment
B) Assumptive
C) Summary-of-benefits
D) Alternative-choice
E) Minor-points
80) The complimentary close is LEAST effective when the prospect is:
A) a self-styled expert.
B) indecisive.
C) greedy.
D) egotistical.
E) hostile.
81) During the sales presentation for the CNC heavy-duty router, the salesperson asked, “Do you
prefer the 4-foot-by-4-foot or the 4-foot-by-8-foot table size router?” The prospect looked at the
salesperson and said, “Before I make a decision, tell me more about the motor that’s on this
router.” After providing the requested information, the salesperson said, “I‘ll process your order
right now. Please sign this order form.” When the prospect reached for his pen, the salesperson
knew he had closed the sale. Which method of closing worked for this salesperson?
A) Assumptive
B) Standing-room-only
C) Alternative-choice
D) Technology
E) Continuous-agreement
82) Jack Gangi sells ad space for companies that wish to advertise on buses. As he is selling ad
space to a local art gallery owner, he closes by saying, “Since you know so much more about
color and design than I do, I can learn a lot working with you developing this ad.” This is an
example of a(n) ________ close.
A) summary-of-benefits
B) alternative-choice
C) minor-points
D) compliment
E) standing-room-only
83) You are selling to a self-styled expert who is in a bad mood. According to your text, the
________ close is very effective.
A) summary-of-benefits
B) alternative-choice
C) minor-points
D) compliment
E) standing-room-only
84) As Warren walked into his customer’s office, he sensed the customer was in a bad mood.
Therefore, Warren told his customer, “I realize your degree in chemistry makes you the expert on
insecticides, but I suggest that you try my company’s new line of organic insecticides. Other
dealers have had great success with this line and I know that this product would provide your
store, which is so well run, with a greater profit margin also.” What type of a close was Warren
using?
A) Standing-room-only
B) Compliment
C) Minor-points
D) Assumptive
E) Presumptive
85) The salesperson was selling the couple a garden tub with water jets for a new bathroom. He
said, “You’ll be the envy of all your friends with this great tub. They’ll think you are a trend-
setter and everyone will want to get their own. It will be the pièce de résistance in your new
bath.” When his first close failed, he asked, “Will you want to use clear or white caulk to install
your new tub?” What type of close did the salesperson try the FIRST time?
A) Double-yes
B) Forestalling
C) Minor-points
D) Assumptive
E) Compliment
86) Andrew sells organic fertilizers. He tells his prospect, “You have one of the best nurseries I
have ever seen. I think my products will enhance it even more.” What type of close is Andrew
using here?
A) Double-yes
B) Forestalling
C) Minor-points
D) Compliment
E) Assumptive
87) Miles sells greenhouse equipment. When meeting with Ralf Dover, Miles said, “I talked to
the owner of Tarpon Gardens today and she said you have the best selection of roses of any
grower in this area. I think my products can help you maintain healthy bushes with less work.”
What type of close did Miles use?
A) Double-yes
B) Referral close
C) Minor-points
D) Assumptive
E) Compliment
88) According to the text, if a compliment close is inappropriate a salesperson should use the
________ close instead.
A) alternative-choice
B) summary-of-benefits
C) standing-room-only
D) continuous-yes
E) assumptive
89) As the salesperson hands the retail store buyer the sunglasses, he asks, “You like the fit, the
color, and how these glasses darken, right?” What the salesperson said is an example of the
________ close.
A) summary-of-benefits
B) alternative-choice
C) minor-points
D) assumptive
E) assertiveness
90) The salesperson is trying to convince a prospective buyer to buy his professional hair salon
products. The salesperson says, “These products have an advantage over other market products
because they are not animal-tested. They use only organic ingredients and are available in five
different strengths.” The salesperson is using the:
A) compliment close.
B) alternative-choice close.
C) minor-points close.
D) assertive close.
E) summary-of-benefits close.
91) “As I understand it, you like the rotating handles, blade length, and weight of these pruning
shears.” The salesperson is using the ________ close.
A) continuous-close
B) alternative-choice
C) minor-points
D) summary-of-benefits
E) assumptive
92) A salesperson can easily adapt FAB statements and the SELL Sequence to make a(n)
________ close.
A) assumptive
B) alternative-choice
C) minor-points
D) summary-of-benefits
E) assertive
93) The salesperson is trying to convince a buyer to purchase a Little Wonder Snow Blower.
When the salesperson says, “This blower has a 13HP engine for power, three large, ball-bearing
pneumatic wheels so it won’t get stuck in drifts, and an adjustable, ergonomically-designed
handle.” The salesperson is using a(n) ________ close.
A) compliment
B) alternative-choice
C) minor-points
D) summary-of-benefits
E) assertive