1. Classroom Response System Content to accompany Anderson/Dubinsky/Mehta Personal Selling, 2nd ed. CHAPTER 8

2. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 8 | Slide 2 Instructor Notes All content comes from ACE quizzes and the test bank. “Notes page ” view displays exact source of content.

3. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 8 | Slide 3 Question 1 Salespeople should close whenever the prospect shows a buying signal because a)the first close will always make the most profit for the salesperson’s company. b)the sales presentation is not important if the prospect has bought a similar product in the past. c)if the salesperson waits until the end of the sales presentation, the prospect may think of new objections. d)the prospect usually gives only one buying signal during a sales call.

4. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 8 | Slide 4 Question 1 Salespeople should close whenever the prospect shows a buying signal because a)the first close will always make the most profit for the salesperson’s company. b)the sales presentation is not important if the prospect has bought a similar product in the past. c)if the salesperson waits until the end of the sales presentation, the prospect may think of new objections. *Correct Answer d)the prospect usually gives only one buying signal during a sales call.

5. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 8 | Slide 5 Question 2 Of the following nonverbal cues, which one best indicates it is appropriate to attempt a trial close? a)The prospect begins to look more tense and anxious. b)The prospect decreases eye contact with the salesperson. c)The prospect leans away from the salesperson. d)The prospect begins to act more friendly.

6. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 8 | Slide 6 Question 2 Of the following nonverbal cues, which one best indicates it is appropriate to attempt a trial close? a)The prospect begins to look more tense and anxious. b)The prospect decreases eye contact with the salesperson. c)The prospect leans away from the salesperson. d)The prospect begins to act more friendly. *Correct Answer

7. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 8 | Slide 7 Question 3 When an investment counselor asks for agreement from the prospect on each of the various reasons for establishing a financial plan, he or she is using the _____________ principle of persuasion. a)compliant b)consistency c)scarcity d)consistency

8. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 8 | Slide 8 Question 3 When an investment counselor asks for agreement from the prospect on each of the various reasons for establishing a financial plan, he or she is using the _____________ principle of persuasion. a)compliant b)consistency c)scarcity d)consistency *Correct Answer

9. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 8 | Slide 9 Question 4 A salesperson who provides testimonials and stories from other satisfied customers similar to the prospect manifests the a)persuasion principle of persuasion. b)social validation principle of persuasion. c)commitment principle of persuasion. d)friendship principle of persuasion.

10. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 8 | Slide 10 Question 4 A salesperson who provides testimonials and stories from other satisfied customers similar to the prospect manifests the a)persuasion principle of persuasion. b)social validation principle of persuasion.*Correct Answer c)commitment principle of persuasion. d)friendship principle of persuasion.

11. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 8 | Slide 11 Question 5 “Do you want to pay with cash or credit card?” is an example of the _________ close. a)choice b)assumptive c)standing room only d)special deal

12. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 8 | Slide 12 Question 5 “Do you want to pay with cash or credit card?” is an example of the _________ close. a)choice b)assumptive *Correct Answer c)standing room only d)special deal

13. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 8 | Slide 13 Question 6 “If I can illustrate how our product will save you 40 percent on your construction costs, will you place an order today?” embodies the a)turnover close. b)boomerang close. c)counterbalance close. d)contingent close.

14. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 8 | Slide 14 Question 6 “If I can illustrate how our product will save you 40 percent on your construction costs, will you place an order today?” embodies the a)turnover close. b)boomerang close. c)counterbalance close. d)contingent close. *Correct Answer

15. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 8 | Slide 15 Question 7 Although seemingly comparable to the if/when close, the _________ close asks the prospect to assign a quantified likelihood of signing a sales contract in the near future. a)future order b)SRO c)probability d)suggestion

16. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 8 | Slide 16 Question 7 Although seemingly comparable to the if/when close, the _________ close asks the prospect to assign a quantified likelihood of signing a sales contract in the near future. a)future order b)SRO c)probability *Correct Answer d)suggestion

17. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 8 | Slide 17 Question 8 Using an emotional fear appeal to cause anxiety that the prospect may lose out on a special deal or incentive reflects a a)suggestion close b)takeaway close c)compliment close d)advantage close

18. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 8 | Slide 18 Question 8 Using an emotional fear appeal to cause anxiety that the prospect may lose out on a special deal or incentive reflects a a)suggestion close b)takeaway close *Correct Answer c)compliment close d)advantage close

19. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 8 | Slide 19 Question 9 Salespeople do not attempt trial closes until the sales presentation and product benefits have been offered. a)T b)F

20. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 8 | Slide 20 Question 9 Salespeople do not attempt trial closes until the sales presentation and product benefits have been offered. a)T b)F *Correct Answer

21. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 8 | Slide 21 Question 10 Salespeople should be on the customer’s premises when products are delivered so that they can handle any delivery or installation problems. a)T b)F

22. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 8 | Slide 22 Question 10 Salespeople should be on the customer’s premises when products are delivered so that they can handle any delivery or installation problems. a)T *Correct Answer b)F