Which of the Following Is Not One of the Three

question 3

Multiple Choice

Which of the following is not one of the three stages of the organizational change theory described by Kurt Lewin (1951) ?

• A)unfreezing
• B)freezing
• C)changing
• D)refreezing

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Definitions:

Assumptive Close

A sales technique in which the salesperson assumes that the customer has already decided to purchase and moves forward with steps to complete the sale.

Prospect

A qualified person or organization that has the potential to buy a salesperson’s good or service.

Alternative-Choice Close

A sales technique where the salesperson presents multiple options to the prospect, assuming a sale in any case rather than asking for a yes or no answer.

Assumptive Close

An Assumptive Close is a sales technique where the salesperson assumes that the customer has decided to purchase, moving towards finalizing the sale without explicitly asking for it.