Unformatted text preview: ring many questions, focusing on the big picture works best with which type
20. According to the article “Tips for Selling to Difficult Types of Customers,” making
a personal connection and focusing on the process works best with which type of
E) Unresponsive. AEB 3341 Exam #3 White Form A – Fall 2007 – Page 4 of 12 PART III: MULTIPLE-CHOICE QUESTIONS (20 points). Please indicate the best
answer by writing the appropriate letter in the blank provided. Use Test
Form Code A Mark questions 21 through 30. 21. What closing technique is being used here: “The price of oil is continuing to rise
which will cause the price of our products to continue to rise. Our company will
give you 30 days to evaluate our product and if you are not satisfied, just bring the
product back for a full refund.”
A) No Risk Close.
B) Lost Sale Close.
C) Standing Room Only Close.
D) Special Deal Close.
E) Direct Close.
22. Which closing strategy is this salesperson using: “Dr. Wysocki, you have indicated
that you like the fact that our product frees up your time and saves you money.
Would you like to take this product home, try it out and come back in next week to
discuss if you are ready to purchase this product.
A) Puppy dog close.
B) Summary benefit and no risk close.
C) No risk close.
D) Summary benefit and puppy dog...
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- Spring '04
- Sales, White Form, Dave Laiderman