Week 7 (AMB 3223 Exam 1) Questions
& Answers8
AFTO stands for? - ANSWERS-Ask for the order
3 mental steps to prepare for the close? - ANSWERS-1) plan an appropriate closing method
2) Recognize closing cues
3) Initiate closing methods
What are some reasons customers are hesitant or feel buyers remorse? - ANSWERS-1) Loss of
options (when you buy one thing, that money cannot go other places)
2) Fear of making a mistake, (caused by lack of trust with salesperson)
3) Social or peer pressures (buying for a boss example)
Closing should be thought of as the beginning of a long-term partnership. T or F? - ANSWERS-
TRUE
*To close a sale . . . Focus on the Dominant buying motives of the customer. Being specific to the
MOST IMPORTANT benefit generates the most excitement.* - ANSWERS-*To close a sale . . .
Focus on the Dominant buying motives of the customer. Being specific to the MOST IMPORTANT
benefit generates the most excitement.*
What is incremental commitment? - ANSWERS-when working on a large, complex sale, some
form of commitment should be obtained during each step in the multi-call sales presentation
The close should be a positive phase of the sales presentation. This is not the time to deal with
a controversial issue or problem. T or F? - ANSWERS-TRUE
, READ: Avoid surprises at the close. This could include extra costs with the installation. It is best
to be upfront with what the product and services offer. Do not let a last-minute surprise damage
the relationship and threaten the completion of a sale.
The salesperson who confidently asks for the sale is displaying the tough-mindedness that often
is needed in personal selling.
Ask for the order MORE than once. - ANSWERS-READ: Avoid surprises at the close. This could
include extra costs with the installation. It is best to be upfront with what the product and
services offer. Do not let a last-minute surprise damage the relationship and threaten the
completion of a sale.
The salesperson who confidently asks for the sale is displaying the tough-mindedness that often
is needed in personal selling.
Ask for the order MORE than once.
What is a closing cue? - ANSWERS-an indication, either verbal or nonverbal, that the prospect is
preparing to make a buying decision
What are 3 verbal cues? - ANSWERS-1) Questions (what type of warranty, etc.)
2) Recognitions (notice of good quality)
3) Requirements (a condition the customer needs before a buy, ex: financing)
READ: Be aware for nonverbal cues as well like head nodding and facial expressions. When you
observe one of these nonverbal buying clues, do not hesitate to ask for commitment. -
ANSWERS-READ: Be aware for nonverbal cues as well like head nodding and facial expressions.
When you observe one of these nonverbal buying clues, do not hesitate to ask for commitment.
READ: There is NOT best closing method. The best is to preplan several closing methods and
adapt the ones that seem appropriate to each customer. You also want to develop a long-term
relationship. - ANSWERS-READ: There is NOT best closing method. The best is to preplan several
closing methods and adapt the ones that seem appropriate to each customer. You also want to
develop a long-term relationship
& Answers8
AFTO stands for? - ANSWERS-Ask for the order
3 mental steps to prepare for the close? - ANSWERS-1) plan an appropriate closing method
2) Recognize closing cues
3) Initiate closing methods
What are some reasons customers are hesitant or feel buyers remorse? - ANSWERS-1) Loss of
options (when you buy one thing, that money cannot go other places)
2) Fear of making a mistake, (caused by lack of trust with salesperson)
3) Social or peer pressures (buying for a boss example)
Closing should be thought of as the beginning of a long-term partnership. T or F? - ANSWERS-
TRUE
*To close a sale . . . Focus on the Dominant buying motives of the customer. Being specific to the
MOST IMPORTANT benefit generates the most excitement.* - ANSWERS-*To close a sale . . .
Focus on the Dominant buying motives of the customer. Being specific to the MOST IMPORTANT
benefit generates the most excitement.*
What is incremental commitment? - ANSWERS-when working on a large, complex sale, some
form of commitment should be obtained during each step in the multi-call sales presentation
The close should be a positive phase of the sales presentation. This is not the time to deal with
a controversial issue or problem. T or F? - ANSWERS-TRUE
, READ: Avoid surprises at the close. This could include extra costs with the installation. It is best
to be upfront with what the product and services offer. Do not let a last-minute surprise damage
the relationship and threaten the completion of a sale.
The salesperson who confidently asks for the sale is displaying the tough-mindedness that often
is needed in personal selling.
Ask for the order MORE than once. - ANSWERS-READ: Avoid surprises at the close. This could
include extra costs with the installation. It is best to be upfront with what the product and
services offer. Do not let a last-minute surprise damage the relationship and threaten the
completion of a sale.
The salesperson who confidently asks for the sale is displaying the tough-mindedness that often
is needed in personal selling.
Ask for the order MORE than once.
What is a closing cue? - ANSWERS-an indication, either verbal or nonverbal, that the prospect is
preparing to make a buying decision
What are 3 verbal cues? - ANSWERS-1) Questions (what type of warranty, etc.)
2) Recognitions (notice of good quality)
3) Requirements (a condition the customer needs before a buy, ex: financing)
READ: Be aware for nonverbal cues as well like head nodding and facial expressions. When you
observe one of these nonverbal buying clues, do not hesitate to ask for commitment. -
ANSWERS-READ: Be aware for nonverbal cues as well like head nodding and facial expressions.
When you observe one of these nonverbal buying clues, do not hesitate to ask for commitment.
READ: There is NOT best closing method. The best is to preplan several closing methods and
adapt the ones that seem appropriate to each customer. You also want to develop a long-term
relationship. - ANSWERS-READ: There is NOT best closing method. The best is to preplan several
closing methods and adapt the ones that seem appropriate to each customer. You also want to
develop a long-term relationship
