Sales Process Closure Strategies

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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?

Supporting post-sale activities Signup and view all the answers

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

Soliciting feedback through surveys Signup and view all the answers

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

To ensure buyer loyalty through additional purchases Signup and view all the answers

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

Using open and closed questions effectively Signup and view all the answers

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

Company resistance Signup and view all the answers

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

Superior benefit Signup and view all the answers

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

Incentives offer Signup and view all the answers

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

Obtaining and presenting proof of benefits Signup and view all the answers

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

Facial expressions Signup and view all the answers

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

Addressing the underlying business problems of customers Signup and view all the answers

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

LO4: Negotiate and finalize the sale Signup and view all the answers

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

Organizing products, ideas, and services for use within the presentation Signup and view all the answers

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

Marketing emails Signup and view all the answers

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

Finalizing the sale after negotiation with the buyer Signup and view all the answers

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

Prepare for a sales presentation Signup and view all the answers

Sales Process Closure Strategies

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