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Exam 14: Adapting the Close and Confirming the Partnership

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Question 41

Multiple Choice

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When you are working on a large,complex sale you should most likely try to achieve:

A) joint partnership
B) special concessions
C) immediate commitment
D) transactional synergy
E) incremental commitment

F) C) and D)
G) A) and B)

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Question 42

Multiple Choice

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Lacey Abrams is the sales representative for the Brook Park Zoo.She sells events,such as wedding receptions,corporate dinners,and fundraisers that are held on zoo grounds.She has just finished negotiating all the details of Anne Mason's upcoming wedding reception and is preparing to close the sale. -Which of the following is a signal that Anne is ready to sign the contract to book the reception?

A) She looks at her watch.
B) She checks her phone for messages.
C) She asks,"How much do I need to put down now to reserve the date?"
D) She asks,"Why don't you offer pre-set desserts?"
E) She says,"The country club offers a chocolate fountain at no extra cost."

F) B) and D)
G) B) and C)

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Question 43

True/False

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An example of a trial close is when the salesperson says,"Can I get your signature here?"

Ahmed ElShatif sells life and disability insurance to members of a large union in the Willamette Valley region.His company is the only approved insurance vendor for the union.Although he is not competing against other insurance agents,his prospects are not required to buy any insurance coverage at all.He spends an average of 20 minutes with each prospect,learning about their needs and explaining the various insurance products,and choosing the right combination for each prospect. -Even if a prospect who does not buy from Ahmed now,Ahmed should most likely:

Lacey Abrams is the sales representative for the Brook Park Zoo.She sells events,such as wedding receptions,corporate dinners,and fundraisers that are held on zoo grounds.She has just finished negotiating all the details of Anne Mason's upcoming wedding reception and is preparing to close the sale. -Anne is considerably interested in having her wedding at the zoo but seems to need help envisioning the process and benefits.What type of close should Lacey most likely use?

Shane Chadwick is a sales representative for the Metropolitan Commuter Rail Service,selling ad space inside commuter rail train cars and stations.He has presented and negotiated to a representative from new church trying to attract members by advertising their philosophy and service times. -Shane and the church representative spend time talking about ways to structure the deal to make it possible for the church to buy the ads.Shane offers to discount the ad space if the church pays for the printing costs.This discussion is part of:

Salespeople should persist if the first effort to close is rejected,as this type of buyer admires persistence.Which communication style does this buyer have?