quiz 8 - Question 1 1 1 point Which of the following...

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Question 1 1 / 1 point Which of the following statements about the sales close is least correct ? Question options: Some scholars and practitioners prefer the term “confirming” to “closing” sales. It's the end or conclusion of the selling process. It's that stage when the salesperson tries to obtain agreement from the prospect to make the purchase. Some scholars and practitioners believe that too much emphasis is placed on the close. Section Question 2 1 / 1 point Which of the following would be the best time to try to close the sale? Question options: When the prospect asks, “Who else has bought the product?” Only after the salesperson has completed the sales presentation. When the prospect has raised an objection. Only after the demonstration has been completed. Section Question 3 1 / 1 point When is the best time to try a trial close? Question options: When the buyer nods his or her head in agreement or leans toward the salesperson. When the buyer begins to listen more intently to the salesperson. When the buyer begins to test or try out the product. There is no single “best” time. Section Question 4 1 / 1 point What should salespeople do next after a trial close fails to work? Question options: Repeat the trial close in a much stronger tone of voice. Use probing questions to try to find out the
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prospect's objection to buying. Graciously try to conclude the sales call because this prospect is very unlikely to buy. Go through the product demonstration again to make sure the prospect visualizes its features and advantages.
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  • Spring '14
  • Sales, Question options, Prospect

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