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10 Cards in this Set
- Front
- Back
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closing the sale means obtaining a ______ from the prospect or customer |
commitment |
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When salespeople view closing the sale as a discrete event that takes place at the end of a sales call, it can lead to: |
anxiety |
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Which of the following statements is UNTRUE? |
the closing process is always linear |
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Kim is a successful relationship salesperson. She… |
does not need to use manipulative closing approaches |
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The model for relationship selling and sales management is: |
nonlinear |
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At no place in the selling process is understanding the nature of the relationship selling model more relevant than in: |
Closing |
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Closing the sale should take place: |
at any point in the sales presentation |
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Carla pays close attention to customers' verbal and nonverbal cues that they are ready to make a commitment to purchase. Carla is good at observing: |
buying signals |
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Georgia is a highly successful salesperson. She is skilled at finding the ___________ where both buyer and seller can win by developing a mutually beneficial business relationship. |
common ground |
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Julie takes the time to identify with and understand her buyer's situation, motives, and feelings. Julie has developed: |
Empathy |
