Southern Security Makes Safes for Storing Valuables

question 13

Multiple Choice

Southern Security makes safes for storing valuables. When Ed sold safes for the company, he would deal with a prospect's concerns such as the cost of the safe and then ask, "Are you ready to purchase a safe for your family, or are there other concerns that we need to discuss?" When Ed asked this question, he was ________.

• A) using a last objection close
• B) fostering a transactional relationship
• C) anticipating objections
• D) engaging in the approach stage of the creative selling process
• E) using a standing-room-only close

---

Definitions:

Specialized Jobs

Positions that require a specific set of skills, knowledge, or expertise, often associated with professional or technical fields.

Business Challenges

Difficulties, obstacles, or uncertainties that an organization faces in its effort to achieve its goals or maintain competitive advantage.

Human Capital Requirements

The skills, knowledge, and abilities that employees need to possess to fulfill their roles effectively within an organization.

Short-Run Forecast

A prediction of future events or performance over a relatively brief period, often used for budgeting, planning, and operational adjustments.