1.Closing techniques should be customized depending on the buyer and the situation.

a.True

b.False

2.Salespeople should always complete their sales presentation before attempting to close.

a.True

b.False

3.What color do you prefer? is an example of a ______________ close.

a.Minor point

b.Assumptive

c.Summary-of-benefits close

d.Alternative choice

4.When considering all the different closing methods, it is important to customize the technique depending on the buyer and the situation

a.True

b.False

5.CRM can be used by sales people to:

a.Document customer satisfaction.

b.All of these

c.Track salespeople's performances

d.Track post-sale problem

6.Georgia is a highly successful salesperson. She is skilled at finding the ___________ where both buyer and seller can win by developing a mutually beneficial business relationship.

a.Upper hand

b.Performance gap

c.Silent close

d.Common ground

7.Excellence in call preparation yields confidence and professionalism.

a.True

b.False

8.The customers primary contact with a company after a shipping delay (caused by poor warehouse management) is:

a.The salesperson

b.The trucking company

c.The warehouse

d.The customer service management

9.Tracy bounces back quickly from rejection and sticks to her sales task even though at times it is difficult. Tracy displays:

a.Tenacity.

b.Active listening.

c.Rejection control.

d.A positive attitude.

10.Follow-up should not be done unless there is a customer complaint.

a.True

b.False