Personal Selling - Closing the sale

Which aspect of closing the sales call is a salesperson considering when he conducts research to customise the approach strategy based on the prospect's needs, interests and personality?

• Preparation

• Buying Signals

• Trial Closes

• Closing Techniques

Which aspect of closing the sales call is a salesperson considering when he acknowledges prospect's questions and requests?

• Preparation

• Buying Signals

• Trial Closes

• Closing Techniques

Which aspect of closing the sales call is a salesperson considering when he pays attention to prospect's non-verbal signals such as facial expressions?

• Preparation

• Buying Signals

• Trial Closes

• Closing Techniques

Which aspect of closing the sales call is a salesperson considering when he asks prospect questions and reconfirms benefits discussed?

• Preparation

• Buying Signals

• Trial Closes

• Closing Techniques

Which aspect of closing the sales call is a salesperson considering when he solves any outstanding issues and helps the customer to justify the buying decision?

• Preparation

• Buying Signals

• Trial Closes

• Closing Techniques

Which closing technique is a salesperson using when he asks for the order, becomes silent and waits for the prospect's response?

• Assumptive method

• Compliment method

• Direct request

• Negotiation method

• Benefits summary

Which closing technique is a salesperson using when he provides the prospect with a list of the features, advantages and solutions that the product offers?

• Assumptive method

• Compliment method

• Direct request

• Negotiation method

• Benefits summary

Which aspect of closing the sales call is a salesperson considering when he learns more about the product in order to have self-confidence and be assertive?

• Preparation

• Buying Signals

• Trial Closes

• Closing Techniques