Marketing Essentials

Chapter 15: Closing the Sale

Self-Checks

1
What is closing the sale?
A)Obtaining an agreement to buy from the customer
B)Obtaining a few buying signals from the customer
C)A trial close technique
D)A way to get feedback from the customer
2
What is a which close?
A)A selling method used when a product is in short supply
B)A method where you ask for the sale directly
C)A way to encourage a customer between two items
D)None of the above
3
If the customer is giving you strong buying signals, which close would you use?
A)The which close
B)The standing-room-only close
C)The direct close
D)The service close
4
What is suggestion selling?
A)An after-sales activity
B)A service close
C)Selling additional goods or services besides the main purchase
D)Suggesting which product to choose when the customer is hesitating
5
CRM is
A)Maintaining relationships with customers
B)Offering related merchandise
C)Giving customers reviews of the product
D)Demonstrating the product
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