Certified Travel Associate Practice

What is Trial Closing in sales?

1. A. A technique that promotes the sale of items of better quality

2. B. The relationship between price paid and benefits received

3. C. Asking questions like "how does that sound?" to gain agreement

4. D. Additional service or products that enhance the travel experience

The correct answer is: C. Asking questions like "how does that sound?" to gain agreement

Trial closing is a technique used in sales to gauge the prospective customer's feelings about the product or service being offered and to encourage them to confirm their interest. By asking questions such as "how does that sound?", the salesperson is not only prompting a response but also moving towards securing agreement and potentially finalizing the sale. This approach allows the salesperson to identify any objections or hesitations that the customer might have before moving further in the sales process. The other options focus on different aspects of sales and customer relations. One option discusses the promotion of higher quality items, which is more about product positioning rather than the interactive process of trial closing. Another option addresses the relationship between price and benefits, relevant to value perception but not specific to trial closing techniques. Lastly, an option mentions additional services and products to enhance experiences, which is more related to upselling and cross-selling rather than the specific act of trial closing to confirm interest and agreement.