1-7 multipule choice

8-10 long answer

Chris Henry sells industrial valves and flanges, tapes, and sealants. He is calling on Gary Maslow, a buyer from Shell Oil, to sell him on usingFurmaniteto seal all of his plant's valve and flange leaks. Chris has completed the discussion of the product's features, advantages, and benefits, the marketing plan, and the business proposition. Chris feels it is time to close.

Each question in this quiz continues the conversation between Chris and Gary. Select the best answer.

Question 1

Chris: Let me summarize what we have talked about. You have said that you like the money you will save by doing the repairs. You also like our response time in saving the flanges so that they can be rebuilt when needed. Finally, you like our three-year warranty on service.

Gary: Yes, that is about it.

What type of close is this?

Question 1 options:

Testimonial Close

Trial Close

Assumptive Close

Summary of Benefits Close

Question 2(1 point)

Chris: Gary, I suggest we get a crew in here and start repairing the leaks. What time do you want the crew here Monday?

What type of close is this?

Question 2 options:

Minor-points Close

Assumptive Close

This is not a Close

Urgency Close

Question 3

Gary: Not so fasthow reliable is the compound?

Chris: Gary, it's very reliable. I did the same service for Petro-Canada last year, and we have not been back for warranty work. Does that sound reliable to you?

What type of close is this? Select all that apply.

Question 3 options:

Testimonial Close

Summary-of Benefits Close

Probability Close

Trial Close

Question 4

Gary: Yeah, I guess so.

Chris: I know you always make experienced, professional decisions, and I know that you think this is a sound and profitable service for your plant. Let me schedule a crew to be here next week or maybe in two weeks.

What type of close is this? Select all that apply.

Question 4 options:

Assumptive Close

Compliment Close

Alternative Choice Close

Minor-points Close

Question 5

Gary: Chris, I am still hesitant.

Chris: There must be a reason that you are hesitating to go ahead now. Do you mind if I ask what it is?

Gary: I just don't know if it is a sound decision.

Chris: Is that the only thing bothering you?

Gary: Yes, it is.

Chris: Just suppose you could convince yourself that it's a good decision. Would you then want to go ahead with the service?

What type of close is this?

Question 5 options:

Assumptive Close

Negotiation Close

This is not a close

T-Account Close

Question 6

Gary: Yes, I would.

Chris: Gary, let me tell you what we have agreed on so far. You like our online repair because of the money you would save, you like our response time and the savings you would receive from the timely repair of the leaks, and you like our highly trained personnel and our warranty. Right?

What type of close is this? Select all that apply.

Question 6 options:

Summary of Benefits Close

Trial Close

Probability Close

Minor-Points Close

Question 7

Gary: Yes, that's true.

Chris: When would you like to have the work done? If we wait too long, it will be difficult to get the repair crew here in the next two months.

Gary: Chris, the proposition looks good, but I don't have the funds this month. Maybe we can do it next month.

Chris: No problem at all, Gary; I appreciate your time, and I will return on the fifth of next month to set a time for a crew to start.

What type of close is this?

Question 7 options:

Urgency Close

Compliment Close

Assumptive Close

Alternative-Choice Close

Question 8

What were the strengths and weaknesses of this multiple-close sequence?

Question 9

Should Chris have closed again? Why?

Question 10

Assume Chris felt he could make one more close. What could he do?