In Which of the Following Steps of the Selling Process

question 40

Multiple Choice

In which of the following steps of the selling process does a salesperson seek out, clarify, and overcome any customer disapproval to buying?

• A) handling objections
• B) closing
• C) follow-up
• D) prospecting and qualifying
• E) preapproach

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Definitions:

Learned Helplessness

A condition in which a person suffers from a sense of powerlessness, arising from a traumatic event or persistent failure to succeed.

Contradictory Opinion

A viewpoint that explicitly opposes or differs significantly from another, often leading to debate or discussion.

Group's Opinion

The collective viewpoint or beliefs shared by members of a group that can influence individual attitudes or behaviors.

Group Unanimity

Group unanimity occurs when all members of a group fully agree on a decision or opinion, often studied in the context of group dynamics and decision-making.