The definition of closing is
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a behavior use by the seller that implies or invites a commitment, so that the
buyer's next statement accepts or denies commitment
At the conclusion of a two-hour visit, your prospect says: "You've brought up some
very interesting points for me to ponder. Thank you so much for spending time with
me. Let's meet again to continue this discussion sometime next month". This answer
indicates:
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a continuation
,According to Rackham, the following four stages of a sales call are present in almost
every sales call:
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Preliminaries, Investigating, Demonstrating Capability, Obtaining
Commitment
Rackham defines an advantage as:
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A Type A benefit that shows how products, services of their features can be
used or can help the customer.
What is a primary reason that the mock interview process is included in the Sell
Yourself portion of this course?
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To enhance your ability to persuade someone to hire you.
What is a personal operating approach
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, how you view and interact with other people
The outcome of a sales call:
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depends on how well the salesperson handles preliminaries, investigates
the situation, demonstrates capability, and gains commitment from the
prospect
Our existing process is rather slow" refers to:
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Implied needs
implication questions
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can be used to amplify the impact of a problem
An interviewer asks, "How many children do you have?" is an example of which type
of question?
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, illegal
According to Huthwaite's research detailed in the Rackham's SPIN Selling book, which
of the following statements most accurately describes Huthwaite's conclusion
regarding open questions?
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A relationship between the use of open questions and sales success does
not have meaning in high value sales.
From a proxemic perspective, what is the optimum distance range to respect personal
space?
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2 to 4 feet
You are interviewing with a company that is the same industry as your current
employer. The interviewer asks you a question where the answer would provide the
interviewer with confidential information about your current employer. How should
you answer?
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a behavior use by the seller that implies or invites a commitment, so that the
buyer's next statement accepts or denies commitment
At the conclusion of a two-hour visit, your prospect says: "You've brought up some
very interesting points for me to ponder. Thank you so much for spending time with
me. Let's meet again to continue this discussion sometime next month". This answer
indicates:
Give this one a try later!
a continuation
,According to Rackham, the following four stages of a sales call are present in almost
every sales call:
Give this one a try later!
Preliminaries, Investigating, Demonstrating Capability, Obtaining
Commitment
Rackham defines an advantage as:
Give this one a try later!
A Type A benefit that shows how products, services of their features can be
used or can help the customer.
What is a primary reason that the mock interview process is included in the Sell
Yourself portion of this course?
Give this one a try later!
To enhance your ability to persuade someone to hire you.
What is a personal operating approach
Give this one a try later!
, how you view and interact with other people
The outcome of a sales call:
Give this one a try later!
depends on how well the salesperson handles preliminaries, investigates
the situation, demonstrates capability, and gains commitment from the
prospect
Our existing process is rather slow" refers to:
Give this one a try later!
Implied needs
implication questions
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can be used to amplify the impact of a problem
An interviewer asks, "How many children do you have?" is an example of which type
of question?
Give this one a try later!
, illegal
According to Huthwaite's research detailed in the Rackham's SPIN Selling book, which
of the following statements most accurately describes Huthwaite's conclusion
regarding open questions?
Give this one a try later!
A relationship between the use of open questions and sales success does
not have meaning in high value sales.
From a proxemic perspective, what is the optimum distance range to respect personal
space?
Give this one a try later!
2 to 4 feet
You are interviewing with a company that is the same industry as your current
employer. The interviewer asks you a question where the answer would provide the
interviewer with confidential information about your current employer. How should
you answer?
Give this one a try later!
