$23.$ Usually when a person is ready to buy a product they give you "buying signals", instead of just saying they're ready to buy. Being able to recognize "buying signals" helps you know when to close. Which of the following are examples of buying signals?

You may mark more than one answer

$1.$ They ask more questions, and ask more technical questions.

$2.$ They say they are going to seriously consider your product.

$3.$ They talk about things that would happen if they owned your product.

$4.$ They ask if you could demonstrate the product one more time.

$5.$ They check to see if they have brought enough money.

$24.$ A common "put$-$off" experienced by every salesperson is the "I'll think it over." A good salesperson should say:

You may mark only one answer

$1.$ "I really appreciate that you came in$,$ please think about it; if you have questions please call me$."$

$2.$ Ask $,$ "What is there to think about?" Then proceed to once again go over all the features and the answers you have given to overcome their objections, and try to close.

$3.$ "I think it's important for you to think it over, but don't wait too long. We never know when we may have a price increase."

$4.$ "Great, take all the time you need, but I only have one of these left in a box, and I had some other customers looking at this same unit."

$25.$ During a Home Entertainment Sytem presentation, it is better to:

You may mark only one answer

$1.$ Ask the customer to select the type of music they prefer and allow them to set the volume to their listening level.

$2.$ Ask the customer what type of music they prefer, but, you set the volume control.

$3.$ Ask the customer what type of music they prefer and play what you want to demonstrate anyway.

$4.$ Never permit the customer to touch equipment since they may foul it up$.$

$5.$ None of the above.

$26.$ A customer comes back into the store with a sport coat you sold him screaming that it is the biggest piece of junk he has ever owned. It fell apart when he had it dry cleaned. What should you do$?$

You may mark only one answer

$1.$ Tell the customer to change his attitude right now or you will call the police and have him kicked out.

$2.$ Tell the customer that you don't have to take his verbal abuse and that unless he changes his tone of voice you are not going to wait on him.

$3.$ Tell the customer to wait right there while you get the manager.

$4.$ Tell the customer to leave, and when he cools down to come back and you will help him.

$5.$ Tell the customer you can tell he's upset, and if he could just try to explain the problem you will do everything in your power to make sure he's satisfied.

$27.$ Asking a customer to "sign the contract" can kill a sale right when you're about to "close". "Sign" and "Contract" are two of those "scare" words we should avoid using. Which terminology should we use?

You may mark only one answer

$1.$ "Could you please put your O$.$K$.$ on the paperwork?"

$2.$ "Just endorse the file copies."

$3.$ "Could you please put your John Hancock on the dotted line?"

$4.$ "Could you please authorize the agreement?"

$5.$ "Could you please put your approval on the paperwork?"