A Salesperson, Navigating Throughout the Organization, Poses a Question to a Purchase

question 30

Multiple Choice

A salesperson, navigating throughout the organization, poses a question to a purchase manager "In terms of next steps, what needs to happen next in the decision-making process?" This statement is an example of the ________ close.

• A) compliment
• B) alternative-choice
• C) minor-points
• D) Question
• E) standing-room-only

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Definitions:

Intimate Space

A spatial zone up to two feet, about an arm’s length, from a person’s body that is reserved for close friends and loved ones.

Endearing

Having qualities that make someone or something lovable or attract positive feelings.

Decoding Process

Receipt and translation of information by the receiver.

Conversion

The process of turning prospects into actual customers by influencing them to take a desired action, such as making a purchase.