14-1:List some aspects of the sales presentation that can make closing and confirming the sale difficult to acheive.

14-2: Describe three buying anxieties that sometimes serve as barriers to closing the sale.

14-3: What are guidelines should a salesperson follow for closing the sale?

14-4: Why is it important to review the value proposition from the prospect's point of view?

14-5: Define the term "incremental commitment". Why is it important to achieve incremental commitments throughout the sale?

14-6: Is there a best method to use in closing the sale? Explain.

14-7: What is meant by a trial close (the minor point close)? When should a salesperson attempt a trial close?

14-8: Explain the summary-of-benefits close (step-by-step close).

14-9: What confirming steps should a salesperson follow when the customer says yes? What should be done when the customer says no?