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Multiple Choice Chapter 141) Difficulties closing the sale are most likely to arise when:A) the salesperson is not strategically prepared for the closeB) the "magic moment" has elapsed before the close has been attemptedC) verbal and nonverbal clues contradict each otherD) the customer responds positively to the trial closeE) the salesperson has full confidence in the closeAnswer: A2) Which of the following is NOT one of the buying anxieties that make customers reluctant to commit, according to Gene Bedell, author of 3 Steps to Yes?3) During the close, attention should be focused on:4) A salesperson who says, "As I described earlier, we have two financing methods available; Which of them do you prefer?" is using which of the following closing methods?
5) When you are working on a large, complex sale you should try to achieve:A) partnershipB) synergyC) immediate commitmentD) total commitmentE) incremental commitmentAnswer: E6) A salesperson who says, "If you will sign the order today, I can guarantee delivery within five days," is using which of the following closing methods?7) Which is NOT true of doing sales work in Latin America?