Wrap It Up LAP Test

The point during the sales presentation that a sales close occurs is when

           

           

           

• all objections have been overcome.

           

•      the product demonstration is complete.

•   the salesperson has used a good approach.

• the customer makes a decision to buy.

Since some customers have difficulty making a decision without assistance, asking customers to buy is considered a

                                                        

                

•   courtesy.    

•            financial reward.

• sales presentation.

•          high-pressure sales technique

Salespeople benefit from closing sales because they

                                

                               

•   acquire self-confidence.      

• are not paid otherwise.      

•   receive instant recognition.

• meet their profit quotas.

The closing technique considered the simplest and most natural of closes is the __________ close.

                                                          

                                                             

•     summary  

•        direct

• choice

• closing on minor points

Which closing technique is being used in the following situation:

      Customer: “This bike feels too light for long-distance riding.”

      Salesperson: “That’s exactly what you need—your speed will be much faster, and you won’t be as tired.”

                                                  

• Narrative close  

• Silence close         

• Suggesting ownership close

• Closing on objection

Which closing technique is being used in the following situation: “Since our shop will be closed tomorrow, you’ll want to take the dress with you today, won’t you?”

           

• Summary close    

• Assumption close      

• Contingent close

• Standing-room-only close

When a sale depends upon the salesperson’s proving a point to the customer, a(n) __________ close is being used.

          

• assumption    

• standing-room-only

• narrative

• contingent

What closing technique can be used effectively when a product is in very limited supply?

          

• Assumption    

• Standing-room-only       

• Narrative

• Contingent

Situation: A salesperson draws a line down the center of a piece of paper. S/He lists the strengths of a product on one side of the line and the weaknesses on the other. What closing technique is being used?

          

• Suggesting ownership

• Contrasting advantages and disadvantages

• Standing-room-only

           

•      Assumption

Which closing technique is being used in the following situation: “You’ll enjoy using this portable heater this winter to heat your bathroom.”

           

• Standing-room-only

• Closing on objection        

• Suggesting ownership

• Narrative