18 The salesperson should not slow down a presentation even if the prospect is

18 the salesperson should not slow down a

This preview shows page 56 - 59 out of 205 pages.

18. The salesperson should not slow down a presentation even if the prospect is a slow thinker. Answer: False Learning Objective: 12-04 Topic: Essentials of Closing Sales Blooms: Understand AACSB: Level of Difficulty: Medium Explanation: Closings should be tailored to each prospect. A slow thinking or indecisive prospect may require a salesperson to slow down the presentation or answer more questions. 19. According to the text, the close should be considered a separate and distinct component of the sales call. Answer: False Learning Objective: 12-04 Topic: Essentials of Closing Sales Blooms: Understand AACSB: Level of Difficulty: Medium Explanation: Closing is not a separate step in the sales call but an outgrowth of the sales presentation. If the presentation goes well, then closing a sale will occur naturally. 20. The needs of the prospect have to be confirmed during the approach itself. Answer: True Learning Objective: 12-04 Topic: Essentials of Closing Sales Blooms: Remember AACSB: Level of Difficulty: Easy Explanation: By confirming the needs of the prospect in the approach, the salesperson improves the chances of closing the sale. 11-56
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21. "Will you need one box of nails or two to go with those roofing shingles?" is an example of an alternative-choice close. Answer: True Learning Objective: 12-05 Topic: Prepare Several Closing Techniques Blooms: Understand AACSB: Level of Difficulty: Medium Explanation: The alternative choice does not give prospects a choice of buying or not buying, but asks which one or how many items they want to buy. The salesperson is asking if one or two boxes of nails is needed. 22. The alternative choice close gives the prospect a chance of buying or not buying. Answer: False Learning Objective: 12-05 Topic: Prepare Several Closing Techniques Blooms: Remember AACSB: Level of Difficulty: Easy Explanation: The alternative choice does not give prospects a choice of buying or not buying, but asks which one or how many items they want to buy. 23. The statement, "I'll place that order for six pallets of potting soil right now," is an example of an unethical close. Answer: False Learning Objective: 12-05 Topic: Prepare Several Closing Techniques Blooms: Understand AACSB: Ethics Level of Difficulty: Medium Explanation: With the assumptive close, the salesperson assumes the prospect will buy. Statements can be made such as “I’ll call your order in tonight” or “I’ll have this shipped to you tomorrow.” If the prospect does not say anything, assume the suggested order has been accepted. Such a closing method would be unethical if the prospect indicated that the order was unwanted. 24. With the assumptive close, the salesperson assumes the prospect will buy and act accordingly. Answer: True Learning Objective: 12-05 Topic: Prepare Several Closing Techniques Blooms: Remember AACSB: Level of Difficulty: Easy 11-57
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Explanation: With the assumptive close, the salesperson assumes the prospect will buy as the salesperson suggests. Statements can be made such as “I’ll call your order in tonight.” If the prospect does not say anything, assume the suggested order has been accepted.
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