During a trial close an effective salesperson asks a prospect to purchase a product

432Chapter 8: Confirming and Closing the Sale: Start of the Long-Term Relationship

CHAPTER 8

Confirming and Closing the Sale: Start of the

Long-Term Relationship

MULTIPLE-CHOICE QUESTIONS

Ans:b

Page:248

KeyWord:close

1.Which of the following statements about the sales close is least

correct?

a.Some scholars and practitioners prefer the term “confirming”

to “closing” sales.

b. It’s the end or conclusion of the selling process.

c.It’s that stage when the salesperson tries to obtain agreement

from the prospect to make the purchase.

d.Some scholars and practitioners believe that too much

emphasis is placed on the close.

Ans:c

Page:248-251

KeyWord:close

2.Which of these statements regarding closing is false?

a.Salespeople should always be closing.

b.Salespeople should try to close anytime the prospect

communicates a verbal or nonverbal closing cue.

c.Salespeople should try to close only after the sales

presentation is completed.

d.It’s one more integral part of the ongoing personal selling

process.

Ans:a

Page:252-253

KeyWord:close

3.Which of the following would be the best time to try to close the

sale?

a.When the prospect asks, “Who else has bought the product?”

b.Only after the salesperson has completed the sales

presentation.

c.When the prospect has raised an objection.

d.Only after the demonstration has been completed.

Ans:d

Page:252-253

KeyWord:close

4.Which of the following is an inappropriate time to close?

a.When the prospect asks if a special feature is included.

b.When a prospect says something positive about the product.

c.When the salesperson asks if the prospect has any more

questions and receives a “no” answer.

d.When the prospect makes a very negative remark about the

salesperson’s product.

Ans:d

Page:252

KeyWord:trial close

5.When is the best time to try a trial close?

a.When the buyer nods his or her head in agreement or leans

toward the salesperson.

b.When the buyer begins to listen more intently to the

salesperson.

c.When the buyer begins to test or try out the product.

d.There is no single “best” time.

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