Study your flashcards anywhere!

Download the official Cram app for free >

  • Shuffle
    Toggle On
    Toggle Off
  • Alphabetize
    Toggle On
    Toggle Off
  • Front First
    Toggle On
    Toggle Off
  • Both Sides
    Toggle On
    Toggle Off
  • Read
    Toggle On
    Toggle Off
Reading...
Front

How to study your flashcards.

Right/Left arrow keys: Navigate between flashcards.right arrow keyleft arrow key

Up/Down arrow keys: Flip the card between the front and back.down keyup key

H key: Show hint (3rd side).h key

A key: Read text to speech.a key

image

Play button

image

Play button

image

Progress

1/10

Click to flip

10 Cards in this Set

  • Front
  • Back
To help the prospect through the mental turmoil of a close, the recruiter should display which of the following characteristics?

1.) Alert and aggressive
2.) Relaxed and assumptive
3.) Calm and carefree
2.) Relaxed and assumptive
All closes should ask for which of the following decisions or actions?

1.) Direct action
2.) Minor decision
3.) Major decision
2.) Minor decision
Select the type of close you would be using:

My folks take their physical and process on Monday. I will pick you up at 5:00 in the morning?

1.) Minor point
2.) Alternate proposal
3.) Action
1.) Minor point
I'd like to give you this pamphlet to take home with you. I'll write the time I'll be picking you up for the ASVAB in the front?

1.) Action
2.) Gift
3.) Alternate proposal
2.) Gift
Here's your first Navy assignment, just pass that envelop over there to me and we'll get started on your paperwork?

1.) Minor point
2.) Action
3.) Impending doom
2.) Action
It's now or never!

1.) Alternate proposal
2.) Impending doom
3.) Minor point
2.) Impending doom
Our prospects say no for which of the following reasons?

1.) They are trying to avoid making a decision
2.) They are testing your conviction
3.) They have real concerns
4.) All of the above
4.) All of the above
To stop the motion of the sale from being sidetracked, which of the following objection handling techniques should you use?

1.) Obviously you ...
2.) Just suppose for a moment
3.) Empathy
1.) Obviously you ...
Of the following techniques, which should you use to relax the prospect?

1.) Empathy
2.) Obviously you ...
3.) Just suppose for a moment


To verify, smoke out, or bury the objection you should use which of the following techniques?

1.) Obviously you ...
2.) Just suppose for a moment
3.) Empathy
1.) Empathy



2.) Just suppose for a moment
Turning the objection into a question in the prospect's mind so you can answer it is the purpose of which of the following techniques?

1.) Blueprinting
2.) Weighing close
3.) Treated question
3.) Treated question