126) Which technique would be most effective for a customer who really wants a good deal on a
new boat?
A) Standing-room-only
B) Assumptive
C) Minor points
D) Alternative close
E) Summary
127) According to the text, which closing technique is effective in all situations?
A) Assumptive
B) Probability
C) Continuous-yes
D) Minor-points
E) Standing-room-only
128) Which of the following is a common mistake that prevents a salesperson from making a
successful sales call?
A) Expecting the prospect to take an active role in the presentation.
B) Making overly assertive closing statements.
C) Not recognizing when or how to close.
D) Asking too many open-ended questions.
E) Being too accommodating to the prospect.
129) There are six common mistakes that prevent a salesperson from making a successful sales
call. Which of the following is NOT one of those mistakes?
A) Asking too many questions; making the prospect do too much talking.
B) Over controlling the call; asking too many closed-end questions.
C) Not responding to customer needs with benefits.
D) Not recognizing needs; giving benefits prematurely.
E) Making weak closing statements; not recognizing when or how to close.
130) To become a successful professional salesperson, you should do all of the following
EXCEPT:
A) asking questions to gather information.
B) recognizing how the benefits of the product satisfy the customer’s needs.
C) establishing a balanced dialogue with customers.
D) using a benefit summary and action plan requiring commitment when closing.
E) trying to maximize profits and benefits only for your company.
131) When the salesperson has done the best he can and still is unable to close the sale, he
should:
A) remove that prospect from the sales call list.
B) categorize that prospect as an orphan.
C) try to re-qualify the prospect.
D) thank the customer for the opportunity.
E) stop calling the customer.
132) What is a buying signal? Give three examples.
133) Why is it recommended that a salesperson remain quiet after asking for an order?
134) How can today’s salespeople integrate technology into the close?
135) According to the text, what are the basic reasons why salespeople face difficulties in closing
sales?
136) Give an example of how a Girl Scout can use an alternative-choice close to sell Girl Scout
cookies.
137) Explain assumptive close. When can this be used?
138) Explain direct close. When can this be used?
139) Explain question close. When can this be used?
140) Briefly describe the purpose and steps of the exit technique.
141) List the three basic steps in using the summary-of-benefits close.
142) Compare the continuous-yes close with the summary-of-benefits close.
143) Discuss the differences between the minor-points close and the alternative-choice close.
144) How does the modified T-account close differ from the T-account close?
145) Explain the standing-room-only close. What is the purpose of using it?
146) List the four common mistakes that salespeople make which prevents them from making
successful sales calls.
147) As a salesperson, how should you respond to a prospect if you are unable to close the sale?
148) What should a salesperson do as soon as he or she asks the prospect for an order?
149) Which closing technique can be used by salespeople if they need a simple and
straightforward close?
150) What are two other names sometimes given to the T-account close?
151) What type of close is being used when the salesperson tells the dentist, “I‘m not sure that in
the future, my company can keep up with the demand for Protexin oral rinse. I know you prefer
it and I can sell you three cases today.”
152) While closing, the salesperson said, “Why don’t we compromise? I can give you a one-year
parts and labor warranty on our vacuum-laminating machine if you withdraw your demand for a
cash discount.” What kind of close is the salesperson using?
153) Stage Technologies is a London-based company that supplies engineering solutions for the
entertainment industry. It has helped the boy-band Westlife make a flying entrance onto stage
and provided stage-rigging packages for Princess Cruise vessels. The company was established
in 1994 after a couple of production designers decided that the automation of theater productions
could be done more safely and more efficiently by using modular production rather than the old
“build-as-needed” formula. The company installs wenches, stage lifts, and other equipment
commonly used in stage productions. The equipment is designed so it can be operated from a
single console without awkward or heavy lifting. Both opera companies and theaters see the
benefit of such a system, but many are reluctant to buy because of perceived costs. John Hastie
and Mark Ager, the company’s best salespeople, must design sales presentations that address
these concerns.
When a theater owner asks Hastie, “How can your rigging safely lift a 250-pound tenor ten-feet
off the ground and gently return him to the ground with little physical effort?” Hastie should
interpret this question as:
A) a disruptor.
B) a buying signal.
C) the end of the presentation.
D) a polite no-need objection.
E) a demand for negotiation.
154) Stage Technologies is a London-based company that supplies engineering solutions for the
entertainment industry. It has helped the boy-band Westlife make a flying entrance onto stage
and provided stage-rigging packages for Princess Cruise vessels. The company was established
in 1994 after a couple of production designers decided that the automation of theater productions
could be done more safely and more efficiently by using modular production rather than the old
“build-as-needed” formula. The company installs wenches, stage lifts, and other equipment
commonly used in stage productions. The equipment is designed so it can be operated from a
single console without awkward or heavy lifting. Both opera companies and theaters see the
benefit of such a system, but many are reluctant to buy because of perceived costs. John Hastie
and Mark Ager, the company’s best salespeople, must design sales presentations that address
these concerns.
What should Hastie do once a theater manager has agreed to let Stage Technologies design and
install a stage-rigging system?
A) Ask the manager what plays the theater presented last season.
B) Ask for a minute of silent meditation.
C) Experience post-sale dissonance.
D) Leave the theater manager’s office as early as possible.
E) Ask who provides the costumes for the theater’s production.
155) Stage Technologies is a London-based company that supplies engineering solutions for the
entertainment industry. It has helped the boy-band Westlife make a flying entrance onto stage
and provided stage-rigging packages for Princess Cruise vessels. The company was established
in 1994 after a couple of production designers decided that the automation of theater productions
could be done more safely and more efficiently by using modular production rather than the old
“build-as-needed” formula. The company installs wenches, stage lifts, and other equipment
commonly used in stage productions. The equipment is designed so it can be operated from a
single console without awkward or heavy lifting. Both opera companies and theaters see the
benefit of such a system, but many are reluctant to buy because of perceived costs. John Hastie
and Mark Ager, the company’s best salespeople, must design sales presentations that address
these concerns.
What kind of a close would Ager be using if during the presentation, he said, “We’ll start work
on designing the theater’s stage rigging on Monday?”
A) Assumptive
B) Standing-room-only
C) Alternative-choice
D) Technology
E) Continuous-agreement
156) Stage Technologies is a London-based company that supplies engineering solutions for the
entertainment industry. It has helped the boy-band Westlife make a flying entrance onto stage
and provided stage-rigging packages for Princess Cruise vessels. The company was established
in 1994 after a couple of production designers decided that the automation of theater productions
could be done more safely and more efficiently by using modular production rather than the old
“build-as-needed” formula. The company installs wenches, stage lifts, and other equipment
commonly used in stage productions. The equipment is designed so it can be operated from a
single console without awkward or heavy lifting. Both opera companies and theaters see the
benefit of such a system, but many are reluctant to buy because of perceived costs. John Hastie
and Mark Ager, the company’s best salespeople, must design sales presentations that address
these concerns.
What kind of a close would Hastie be using if during the presentation, he told the theater
manager, “Your theater is world-renowned for its attention to production details?”
A) Continuous-agreement
B) Standing-room-only
C) Alternative-choice
D) Technology
E) Compliment
157) Stage Technologies is a London-based company that supplies engineering solutions for the
entertainment industry. It has helped the boy-band Westlife make a flying entrance onto stage
and provided stage-rigging packages for Princess Cruise vessels. The company was established
in 1994 after a couple of production designers decided that the automation of theater productions
could be done more safely and more efficiently by using modular production rather than the old
“build-as-needed” formula. The company installs wenches, stage lifts, and other equipment
commonly used in stage productions. The equipment is designed so it can be operated from a
single console without awkward or heavy lifting. Both opera companies and theaters see the
benefit of such a system, but many are reluctant to buy because of perceived costs. John Hastie
and Mark Ager, the company’s best salespeople, must design sales presentations that address
these concerns.
What kind of a close would Ager be using if during the presentation, he asked, “Would you want
the control module in the orchestra pit or behind the curtains?”
A) Assumptive
B) Standing-room-only
C) Minor-points
D) Technology
E) Balance-sheet
158) Stage Technologies is a London-based company that supplies engineering solutions for the
entertainment industry. It has helped the boy-band Westlife make a flying entrance onto stage
and provided stage-rigging packages for Princess Cruise vessels. The company was established
in 1994 after a couple of production designers decided that the automation of theater productions
could be done more safely and more efficiently by using modular production rather than the old
“build-as-needed” formula. The company installs wenches, stage lifts, and other equipment
commonly used in stage productions. The equipment is designed so it can be operated from a
single console without awkward or heavy lifting. Both opera companies and theaters see the
benefit of such a system, but many are reluctant to buy because of perceived costs. John Hastie
and Mark Ager, the company’s best salespeople, must design sales presentations that address
these concerns.
What kind of a close would Ager be using if during the presentation he said, “If you don’t decide
to let us design and construct your stage-rigging by the end of next month, we will not be able to
begin the project until next fall”?
A) Assumptive
B) Standing-room-only
C) Alternative-choice
D) Technology
E) Balance-sheet