The Closing Stage in the Selling Process Involves Obtaining a Purchase

question 316

Multiple Choice

The closing stage in the selling process involves obtaining a purchase commitment from the prospect. This stage is the most important and the most difficult because the salesperson must determine when the prospect is ready to buy. Telltale signals indicating a readiness to buy include

• A)body language, statements, and questions.
• B)questions, financial negotiation, and counteroffers.
• C)negotiations, questions, and requests for assurance.
• D)eye contact, body language, and requests for assurance.
• E)questions, statements, and financial negotiations.

---

Definitions:

Naturalist Intelligence

A type of intelligence proposed by Howard Gardner, characterized by sensitivity to nature and the ability to identify, classify, and manipulate elements of the environment.

General Intelligence

A theory in psychology that suggests the existence of a single, general ability that influences cognitive performance across various domains.

Charles Spearman

A psychologist known for his work in statistics and the theory of general intelligence, symbolized as "g".

Louis Thurstone

A pioneering American psychologist known for his contributions to psychometrics and the theory of intelligence.