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Exam 14: Adapting the Close and Confirming the Partnership

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Question 31

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Which is true of doing sales work in Latin America?

A) You might receive a hug and pat on the back as part of the greeting process.
B) Your interactions with decision makers will be direct and efficient.
C) Lunch with the client tends to be brief and productive.
D) Brazilian clients conduct business in Spanish or Portuguese interchangeably.
E) Latin Americans do not value professional credentials or titles.

F) B) and E)
G) C) and E)

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Question 32

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A ________ is any positive statement regarding your product or some factor relating to the sale,such as credit terms or delivery date.

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Question 33

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An example of a trial close is when the salesperson says,"Can I get your signature here?"

Lacey Abrams is the sales representative for the Brook Park Zoo.She sells events,such as wedding receptions,corporate dinners,and fundraisers,that are held on zoo grounds.She has just finished negotiating all the details of Anne Mason's upcoming wedding reception with her and is ready to close the sale and ask Anne to sign the contract. -What type of close is Lacey most likely to use?

As a general rule,a salesperson should ask for the sale no more than three times.

You have covered the major points of the sales presentation and detected considerable buyer interest,but you feel that the prospect will not be able to put the entire picture together without help.Which type of closing would be most appropriate?

Ahmed ElShatif sells life and disability insurance to members of a large union in the Willamette Valley region.His company is the only approved insurance vendor for the union,so he is not competing against other insurance agents,but his prospects are not required to buy any insurance coverage at all.He spends an average of 20 minutes with each prospect,learning about their needs and explaining the various insurance products,and choosing the right combination for each prospect. -Which of the following would give Ahmed the strongest indicator that the prospect was ready to close the sale?

What suggestions would you give to a salesperson that does not successfully close a sale?

Lacey Abrams is the sales representative for the Brook Park Zoo.She sells events,such as wedding receptions,corporate dinners,and fundraisers,that are held on zoo grounds.She has just finished negotiating all the details of Anne Mason's upcoming wedding reception with her and is ready to close the sale and ask Anne to sign the contract. -Why is post-sale service and execution of the event particularly important for Lacey as a sales representative?

Requirements posed by the customer may indicate readiness to buy.

The ________ ________ close offers the buyer something extra for acting immediately.

Lack of self-confidence may prevent salespeople from asking for the order.

Shane Chadwick is a sales representative for the Metropolitan Commuter Rail Service,selling ad space inside commuter rail train cars and stations.He has presented and negotiated to a new church trying to attract new members by advertising their philosophy and service times. -What makes selling ad space in the commuter rail system especially difficult?

Once a salesperson has lost a deal,the salesperson should:

The close is a good time to deal with controversial areas and problems.

An emotional response that can take various forms such as feelings of regret,fear,or anxiety is:

Shane Chadwick is a sales representative for the Metropolitan Commuter Rail Service,selling ad space inside commuter rail train cars and stations.He has presented and negotiated to a new church trying to attract new members by advertising their philosophy and service times. -Shane and the church representative spend time talking about ways to structure the deal to make it possible for the church to buy the ads.Shane offers to discount the ad space if the church pays for the printing costs.This discussion is part of:

Incremental closes are especially appropriate for products:

Lacey Abrams is the sales representative for the Brook Park Zoo.She sells events,such as wedding receptions,corporate dinners,and fundraisers,that are held on zoo grounds.She has just finished negotiating all the details of Anne Mason's upcoming wedding reception with her and is ready to close the sale and ask Anne to sign the contract. -Because Lacey sells a service and not a product it is vital that:

Lacey Abrams is the sales representative for the Brook Park Zoo.She sells events,such as wedding receptions,corporate dinners,and fundraisers,that are held on zoo grounds.She has just finished negotiating all the details of Anne Mason's upcoming wedding reception with her and is ready to close the sale and ask Anne to sign the contract. -Which of the following is a signal that Anne is ready to sign the contract to book the reception?