Chapter 12 Closing Begins the Relationship

 

Complete Chapter Questions With Answers

 

Sample Questions Are Posted Below

 

True / False Questions

1. According to the Golden Rule, a salesperson should not close the sale if the product is not suitable for the customer.
   Answer: True

Learning Objective: 12-01

Topic: The Golden Rule: Closing

Blooms: Understand

AACSB: Ethics

Level of Difficulty: Medium

Explanation: The Golden Rule salesperson wants to know if a product fulfills the prospect’s need or solves problem. In closing, it is extremely important to think about the purpose of the sales call—unselfish service to the other person.

 

2. If everything has been done to properly develop a sales presentation, closing the sale is the next step in a logical sequence.
   Answer: True

Learning Objective: 12-01

Topic: When Should I Pop the Question?

Blooms: Remember

AACSB:

Level of Difficulty: Easy

Explanation: If the sales presentation has proceeded smoothly, then closing the sale is the next step. Closing involves helping people make a decision that will benefit them.

 

3. Closing is the processes of helping people make a decision that will benefit them.
   Answer: True

Learning Objective: 12-01

Topic: When Should I Pop the Question?

Blooms: Remember

AACSB:

Level of Difficulty: Easy

Explanation: Closing is the process of helping people make a decision that will benefit them. You help people make the decision by asking them to buy.

 

4. Sales should never be closed immediately following the approach.
   Answer: False

Learning Objective: 12-01

Topic: When Should I Pop the Question?

Blooms: Understand

AACSB:

Level of Difficulty: Medium

Explanation: Closing is appropriate when the prospect is ready, which may be as early as the approach stage. However, in most cases, close occurs after the presentation.

 

5. Often the close of the sale comes after the sales presentation.
   Answer: True

Learning Objective: 12-01

Topic: When Should I Pop the Question?

Blooms: Remember

AACSB:

Level of Difficulty: Easy

Explanation: Closing is appropriate when the prospect is ready. In general, the close occurs after the sales presentation.