When Should a Salesperson Attempt to Close the Sale

question 53

Multiple Choice

When should a salesperson attempt to close the sale?

• A) When the prospect is at the desire stage of the mental buying process.
• B) When the prospect is ready.
• C) When the salesperson is ready.
• D) After every trial close.
• E) After the sales presentation.

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Definitions:

Demand Characteristic

Features of an experimental setting that cause participants to guess the purpose of the study and change their behavior.

Experimenter Expectancy

The phenomenon where the biases and expectations of the experimenter unconsciously influence the participants of an experiment.

Filler Items

Items included in a questionnaire measure to help disguise the true purpose of the measure.

Automated Procedures

Tasks or operations conducted automatically through the use of technology, software, or machinery, often requiring minimal human intervention.