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ASSIGNMENT 5
Textbook Assignment.
Chapter 6, pages 6-30 through 6-45 and chapter 7, pages 7-1 through 7-18.
5-1.
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. Assertive and direct
4.
Calm and carefree
5-1.
All closes should ask for which of the following
decisions or actions?
1.
Direct action
2.
Immediate action
3.
Minor decision
4.
Major decision
Q In answering questions 3 through 6, select the type
of close you would be using in each of the
questions.
5-3.
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.
Impending doom
4.
Action
5-4.
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.
Minor point
3.
Gift
4.
Alternate proposal
5-5.
Here’s your first Navy assignment; just pass that
envelope over there to me and we’ll get started on
your paperwork.
1.
Minor point
2.
Action
3.
Alternate proposal
4.
Impending doom
5-6.
5-7.
5-8.
5-9.
5-10.
5-11.
It’s now or never.
1.
Action
2.
Alternate proposal
3.
impending doom
4.
Minor point
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
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
4.
Treated question
Of the following techniques, which should you use
to relax the prospect?
1.
Obviously you...
2.
Just suppose for a moment . . .
3.
Empathy
4.
Treated question
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
4.
Treated question
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.
Empathy
4.
Treated question
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