While Working with a Customer at Your Weekend Job in a Furniture

question 18

Multiple Choice

While working with a customer at your weekend job in a furniture store,you notice the customer is closely examining a set of patio furniture.From your study of professional selling,you know that the customer is:

• A) prospecting.
• B) trying to be left alone.
• C) sending a buying signal.
• D) attempting to make a trial close.
• E) showing objections to the product.

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Definitions:

Objective

Unbiased and not influenced by personal feelings or opinions in considering and representing facts.

Introverted Feeling

A cognitive function characterized by deep, introspective emotions and decisions based primarily on personal values and feelings.

Collective Unconscious

A concept proposed by Carl Jung, referring to the part of the unconscious mind which is derived from ancestral memory and experience and is common to all humankind.

Libido

Within the framework of psychoanalytic theory, the force of the sexual urge is considered a part of the life instinct.