Sales Process Closure Strategies
18 Questions
0 Views

Choose a study mode

Play Quiz
Study Flashcards
Spaced Repetition
Chat to Lesson

Podcast

Play an AI-generated podcast conversation about this lesson

Questions and Answers

What action should a salesperson take during the negotiation stage to secure buyer loyalty?

  • Provide technical assistance or advice post-sale (correct)
  • Avoid offering alternative choices during negotiations
  • Request buyers to agree to purchase immediately
  • Conduct email dialogues to gather feedback

What is the purpose of initiating a formal close to the sales process?

  • To conduct one-on-one interviews with clients
  • To induce prospects to purchase the product or service (correct)
  • To conduct focus groups with potential buyers
  • To offer free trials to prospects

When negotiating conditions of the agreement, a salesperson typically outlines a summary to the buyer to:

  • Encourage buyer hesitation
  • Extend the negotiation process
  • Confuse the buyer with complex terms
  • Confirm the buyer's decision (correct)

Which of the following is NOT a component of negotiating and finalizing sales?

<p>Supporting post-sale activities (C)</p> Signup and view all the answers

What is a key activity involved in supporting post-sale activities?

<p>Soliciting feedback through surveys (A)</p> Signup and view all the answers

In negotiating and finalizing sales, what role do cross-selling opportunities play?

<p>To ensure buyer loyalty through additional purchases (C)</p> Signup and view all the answers

What technique should a salesperson use to create a supportive selling environment?

<p>Using open and closed questions effectively (C)</p> Signup and view all the answers

When responding to buyer signals, what is a key aspect that a salesperson should identify and assess?

<p>Company resistance (D)</p> Signup and view all the answers

Which strategy should be selected and implemented for managing buyer resistance effectively?

<p>Superior benefit (D)</p> Signup and view all the answers

What should a salesperson do to secure buyer interest during the sales process?

<p>Incentives offer (D)</p> Signup and view all the answers

How can a salesperson emphasize the benefits of a product in relation to identified buyer needs?

<p>Obtaining and presenting proof of benefits (D)</p> Signup and view all the answers

When adjusting the sales presentation to match buyer needs, what should a salesperson use?

<p>Facial expressions (D)</p> Signup and view all the answers

What is the focus of Sales Solutions, as described in the text?

<p>Addressing the underlying business problems of customers (D)</p> Signup and view all the answers

Which learning outcome involves assessing and selecting sales tactic options based on meeting prospect needs?

<p>LO4: Negotiate and finalize the sale (B)</p> Signup and view all the answers

What is one of the activities involved in preparing for a sales presentation, as per the text?

<p>Organizing products, ideas, and services for use within the presentation (D)</p> Signup and view all the answers

Which of the following is NOT considered as a potential sales aid according to the text?

<p>Marketing emails (A)</p> Signup and view all the answers

What does LO4 (Negotiate and finalize the sale) involve according to the text?

<p>Finalizing the sale after negotiation with the buyer (B)</p> Signup and view all the answers

Which step is necessary before negotiating and finalizing a sale according to the text?

<p>Prepare for a sales presentation (C)</p> Signup and view all the answers

More Like This

Use Quizgecko on...
Browser
Browser