FREE CSE Negotiation & Closing Techniques Questions and Answers

Question 1

What is the primary goal of the 'Assumptive Close' technique in sales?

Accepted Answer

To assume the sale is made and proceed accordingly.

Answer

To pressure the customer into buying.

Answer

To offer multiple product options.

Answer

To summarize the product features.

Question 2

Which closing technique involves presenting two choices to the customer, both leading to a sale?

Accepted Answer

Alternative Close

Answer

Summary Close

Answer

Puppy Dog Close

Answer

Takeaway Close

Question 3

In negotiation, what does 'active listening' primarily help a salesperson achieve?

Accepted Answer

Build rapport and understand customer needs.

Answer

Identify the customer's weaknesses.

Answer

Prepare a scripted response.

Answer

Close the sale immediately.

Question 4

What is the purpose of the 'Puppy Dog Close' technique?

Accepted Answer

To allow the customer to experience the product before buying.

Answer

To offer a discount for immediate purchase.

Answer

To summarize all product features.

Answer

To withdraw the offer to create urgency.

Question 5

Which technique involves summarizing the key benefits before asking for the sale?

Accepted Answer

Summary Close

Answer

Assumptive Close

Answer

Alternative Close

Answer

Puppy Dog Close