SECTION A MULTIPLE CHOICE $-$ ANSWER ALLQUESTIONS

Difficulties closing the sale are most likely to arise when:

A$.$ the salesperson is not strategically prepared for the close.

B$.$ the "magic moment" has elapsed before the close has been attempted

C$.$ verbal and nonverbal clues contradict each other

D$.$ the customer responds positively to the trial close

E$.$ the salesperson has too much confidence in the close

During the close, attention should be focused on:

A$.$ a more detailed analysis of customer objections

B$.$ the information gathered in the pre$-$approach stage

C$.$ the single benefit that generates the most excitement

D$.$ the ceremonial and visual aspects of the sales presentation

E$.$ the features the product has that set it apart from the competition

Matt, a computer salesperson, tells a prospect. $"$As I described carlier, we have two

financing methods available. Which of them do you prefer?" Matt is most likely using

which closing method?

A$.$ step$-$by$-$step

B$.$ special concession

C$.$ direct appeal

D$.$ trial close

E$.$ assumptive

Which of the following is not an acceptable method of negotiating the price objection?

A$.$ Make price the focal point of your presentation.

B$.$ Clarify the link between price and quality.

C$.$ Focus on an individual product feature.

D$.$ don't for the product's high prices.

E$.$ price concession sometimes.

When a customer raises a valid objection that cannot be answered with a denial, the

salesperson should most likely take which of the following actions?

A$.$ discuss superior benefits.

B$.$ engage in back$-$pedaling

C$.$ begin a pricing approach

D$.$re$-$start the presentation

E$.$ criticize the competition

Working to reach an agreement that is mutually satisfactory to both buyer and seller is

also called:

A$.$ negotiation.

B$.$ agreement

C$.$ practice theory

D$.$ tactics

E$.$ strategy