Wrap It Up LAP Quiz

A guideline to follow in closing sales is to

 

•   pressure the customer to buy.

•   maintain a positive attitude.

• leave the decision up to the customer.

   

• perfect and use one closing technique.

When a customer has narrowed his/her choices down to one item of merchandise, you can encourage a buying decision by reviewing the selling points and

•   waiting for the customer to make a decision.

•   listing the product's disadvantages.

• asking for the order.

   

• suggesting s/he think about the purchase.

What closing method should a salesperson use to close the sale?

 

 

 

• The closing method that is used most often.

• The closing method that fits the sales situation.

• The closing method that is easiest to use.

• The closing method that deals with customer objections.

Salespeople are more likely to be successful in closing sales when they

 

 

 

• Correct Answer  choose an appropriate closing technique.

• let the customer guide the situation.

• try to close as quickly as possible.

• develop a favorite closing technique.

Which closing technique is being used in the following situation: “Mr. Rogers, this table is made of sturdy oak, finished with a special coating of scratch-proof varnish, and can seat 12 people. Would you like it delivered tomorrow?”

 

•   Narrative close

• Summary close

• Suggesting ownership close

   

• Contingent close

Many professional salespeople feel that the best time to try for a close is

 

 

• when the customer seems ready to make a buying decision.

• after suggestion selling.

• when the customer seems undecided.

•   after covering all information.

The closing technique in which the salesperson reviews the benefits or features the buyer will gain by making the purchase is called a(n) __________ close.

 

• assumption

   

• narrative

   

• contingent

• summary

What is the simplest and most natural of sales closes?

•   Minor points

•   Choice

• Direct

   

• Assumption

A salesperson who offers customers a free dinner for two with a purchase is using a __________ close.

• bonus

   

• suggesting ownership

•  

    related product

• choice

In closing a sale, which of the following statements is true:

 

 

• The salesperson's self-confidence may delay a close.

• There is no one right time to close the sale.

• You can make a sale without using a sales close.

•   It is hard to tell when customers are ready to buy.