An indication either verbal or nonverbal that the

20) An indication, either verbal or nonverbal, that the prospect is preparing to make a
buying decision is called:
A) an assumptive close
B) a trial close
C) a verbal clue
D) a non-verbal clue
E) a closing clue
ZZZ

21) All of the following are nonverbal buying clues EXCEPT:
22) The best closing method is:
23) Salespeople should never put pressure on a buyer with this communication style,
and must understand the buyer's perceived risks to overcome them. Which
communication style does this buyer have?
24) Salespeople should provide support for this type of buyer's opinions and ideas, as
this buyer needs social acceptance. Which communication style does this buyer have?
A) directive
B) rational
C) supportive
D) emotive
E) reflective
ZZZ
25) Salespeople should never put pressure on a buyer with this communication style,
and will not get anywhere by appealing to emotions. Which communication style does
this buyer have?
26) Salespeople should persist if the first effort to close is rejected, as this type of buyer

admires persistence. Which communication style does this buyer have?
27) The confirmation step is important because it:
28) An emotional response that can take various forms such as feelings of regret, fear,
or anxiety is:
A) Saturday-morning syndrome
B) buyer's high
C) buyer's remorse
D) closing reluctance
E) closing reserve
ZZZ
29) When a sale is lost, it is important to review the chain of events because: