94) Which of the following is true regarding the summary-of-benefits close?
A) It is infrequently used by salespeople.
B) It aims at a specific prospect’s personality.
C) It cannot be used easily as it involves a complex process.
D) The SELL sequence and FAB statements can be utilized.
E) It is not a straightforward method to close an industrial sale.
95) The ________ close requires the salesperson to ask the prospect a series of benefit questions.
A) assumptive
B) Ben Franklin
C) negotiation
D) continuous-yes
E) minor-points
96) When the wedding planner asked the engaged couple if they wanted an unforgettable
wedding, the couple responded in the affirmative. Then the planner asked, “Do you want your
guests to enjoy the day as much as you will?” The couple again said, “Yes.” “You know one of
the ways that people remember a wedding is by how wonderful the reception is. Do you want to
have a memorable reception?” This time the couple nodded, “of course.” Then the wedding
planner asked, “Do you want me to use my best judgment to guarantee that you have a
marvelous wedding day?” With that last remark answered in the affirmative, the couple signed a
contract authorizing the wedding planner to design their wedding festivities. The wedding
consultant used a(n) ________ close.
A) summary-of-benefits
B) serial benefit close
C) alternative-close
D) T-account
E) continuous-yes
97) The questions in the continuous-yes close should be:
A) open-ended to assess the prospect’s needs.
B) designed to generate negative responses.
C) included in a brief product questionnaire.
D) based on the weakness of the competition.
E) based on benefits of the specific product.
98) Even though Joseph and Heidi had not placed their order, the salesperson asked the couple,
“Would you prefer delivery of this shower enclosure Thursday or Saturday?” This question is an
example of a(n) ________ close.
A) compliment
B) assumptive
C) minor-points
D) alternative-choice
E) modified T-account
99) Which of the following does NOT hold true of the minor-points close?
A) It is similar to the alternative-choice close.
B) It is used when the prospect is not in a mood to buy.
C) It involves the buyer being given a choice between two different products.
D) It is effective as a second close.
E) It is used widely when the prospect has difficulty in making a decision.
100) Which of the following is the main similarity between the minor-points close and the
alternate-choice close?
A) Buyers are hostile.
B) Risk factors are high.
C) Buyers are typically decisive.
D) Features and benefits are summarized.
E) Buyers must decide between two options.
101) Which of the following statements is the best example of a minor-points close?
A) “I’ll have that new mattress delivered to your house on Wednesday.”
B) “Do you want those pillows in maroon or ebony?”
C) “So you really like the fabric color and texture as well as the shape and size of that sofa?”
D) “Your appreciation of that lamp just confirms my opinion of your impeccable tastes.”
E) “If you don’t buy this chair today, you may never be able to buy it. I have another customer
who is planning on buying it tomorrow if it is still in stock.”
102) The salesperson was selling the couple a garden tub with water jets for their new bathroom.
He said, “You’ll be the envy of all your friends with this great tub. 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 use the second time?
A) Double-yes
B) Forestalling
C) Minor-points
D) Assumptive
E) T-account
103) “Would you prefer the 16-inch or 12-inch hedge clippers?” Which type of close is being
used?
A) Double-yes
B) Forestalling
C) Minor-points
D) Assumptive
E) T-account
104) Like the alternative-choice close, the ________ close asks the prospect to select between
two options.
A) Minor points
B) T-account
C) Negotiation
D) Probability
E) Compliment
105) Gary Tucker is a senior salesperson at a retail showroom of Ford Motor Company. He sells
more than 50 cars every month and often uses the minor-points close to get the order from
clients. Which of the following statements is most likely an example of Gary’s minor-points
close?
A) “Would you prefer tan or black leather seats in this model?”
B) “Are you searching for a new car or a pre-owned car?”
C) “Are you looking for an economy car or an SUV?”
D) “Would you prefer a single or double-cab truck?”
E) “Would you like to purchase or lease the car?”
106) When the salesperson helps her prospect make a two-column list with reasons in favor of
buying on one side and reasons against buying on the other, she is using the ________ close.
A) summary-of-benefits
B) alternative-choice
C) minor-points
D) assumptive
E) T-account
107) The car salesperson says to the prospect, “I have written down all the reasons why you
should buy the new Ford Expedition. I think this might convince you that this is the car for your
family.” The car salesperson was using a(n) ________ close.
A) summary-of-benefits
B) continuous-yes
C) minor-points
D) T-account
E) modified T-account
108) According to the text, which close is especially useful as a secondary or backup close?
A) T-account
B) Compliment
C) Alternative-choice
D) Assumptive
E) Minor-points
109) When compared to the T-account close, the modified T-account close:
A) uses debits and credits columns.
B) is similar to the continuous-yes close.
C) deals with the reasons for not buying.
D) can only be created by the prospect.
E) is similar to the summary-of-benefits close.
110) Which closing technique persuades prospects to place the order by making them believe
that it is beneficial to buy the product sooner rather than later?
A) Suggestive proposition close
B) Standing-room-only
C) Alternative-choice
D) Benefits close
E) Balance-Sheet
111) Which type of close is intended to motivate a prospect to act immediately?
A) Compliment
B) Summary-of-benefits
C) Alternative-choice
D) Standing-room-only
E) Balance-Sheet
112) When talking to the young man buying his first new car, the salesperson said, “I’m not sure
if we have an FM Modulator to fit your car. Would you want it if we have it in stock?” The
salesperson is using a(n) ________ close.
A) probability
B) standing-room-only
C) minor-points
D) assumptive
E) balance sheet
113) Cassandra works for a manufacturer of cedar closet systems. As she negotiates with a buyer
for Home Depot, Cassandra says, “The recent drought in Maine may seriously limit our ability to
meet your needs for cedar products in the future.” Cassandra is using a(n) ________ close.
A) probability
B) standing-room-only
C) minor-points
D) assumptive
E) balance-sheet
114) Mark is presenting his product to a prospect when he says, “I am not so sure we have five
sacks of mulch available. Would you want them if I have them in stock?” Mark is using the:
A) compliment close.
B) standing-room-only close.
C) alternative-choice close.
D) minor-points close.
E) summary-of-benefits close.
115) Which of the following is the best example of the standing-room-only close?
A) “I have made 5 packets for you and I will ship them soon?”
B) “Will you want the merchandise delivered on Friday or Monday?”
C) “We have only one more digital camera in stock and we won’t be getting any more in until
after Christmas.”
D) “The color of that suit looks beautiful with your skin tone and the way it is cut really shows
off your figure.”
E) “These features of the products makes it an absolute necessity for you.”
116) 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 best suited for this situation?
A) Probability
B) Standing-room-only
C) Minor-points
D) Assumptive
E) Balance-sheet
117) The ________ close permits the prospect to focus on identifying their real objections to
making a purchase.
A) probability
B) standing-room-only
C) minor-points
D) assumptive
E) alternate-choice
118) The ________ close would be the best one to use if a salesperson wanted the prospects to
focus on their real objections-rather than leaving them with some vague idea that something
about the offer bothers them.
A) assumptive
B) standing-room-only
C) probability
D) minor-points
E) counterbalance
119) Robert is a technology salesperson. On receiving a stalling objection from one of his
clients, he used the probability or rating close. The prospect responded, “I am not sure, maybe
you have a 20% chance of making the sale if you come after a week.” What action needs to be
taken by Robert if he should have a chance of making the sale?
A) Summarize the major selling points again and try a close.
B) Use the standing-room-only close to persuade the prospect.
C) Return to square one and start the selling process again.
D) Keep calling on the customer till the probability increases.
E) Use a trial close to find out the real problem.
120) Most sales negotiations focus on two major themes. They are:
A) price and value.
B) delivery and invoice terms.
C) quality and delivery.
D) price and delivery.
E) availability and quality.
121) As a salesperson, you should know that the purpose of the negotiation close is to:
A) overcome a prospect’s practical and psychological objections.
B) make prospects think their haggling has succeeded.
C) determine who gets the better end of the deal.
D) find ways for both parties to have a fair deal.
E) get the prospect to reveal true objections.
122) The salesperson says, “Would you be willing to accept a limited 2-year warranty that only
covers parts and not labor?” This is likely to be a ________ close.
A) negotiation
B) continuous-yes
C) summary-of-benefits
D) T-account
E) technology
123) A wholesale distributor of cleaning products is thinking about buying 200 more cases of a
floor cleaning compound than she normally does. Nilan, a senior salesperson, has convinced the
distributor to buy 300 extra cases by showing him the various payment schedules offered by his
company and some other visuals of the products in his laptop computer. This is an example of
which of the following closes?
A) Technology
B) Factual
C) Statistical
D) Showmanship
E) Ben Franklin
124) The salesperson was selling the couple a garden tub for their new bathroom. He said, “The
water jets, large capacity, and marble finish are wonderful features, wouldn’t you agree?” When
this first close failed, he asked, “Will you want to use clear or white caulk to install your new
tub?” The couple did not answer this question. The salesperson then began making a two-column
list with reasons for and against buying. The salesperson used a:
A) presumptive close.
B) dyadic close based on the SELL Sequence.
C) multiple distribution technique.
D) multiple-close sequence.
E) probability or rating close.
125) Kelly, a car salesperson, is working with a highly indecisive prospect. Which of the
following close techniques would be LEAST likely to close the sale for Kelly?
A) Summary-of-benefits
B) Probability
C) Negotiation
D) Compliment
E) Standing-room-only