With an Alternative-Choice Close, the Salesperson

question 95

Multiple Choice

With an alternative-choice close, the salesperson:

• A) gives the prospect a compliment.
• B) asks the prospect about the details of an order.
• C) asks the prospect a series of benefit questions.
• D) gives the prospect the choice of buying or not buying.
• E) assumes the prospect will buy more products in the future.

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Definitions:

Fads

Short-lived trends or crazes that gain rapid popularity and then fade quickly.

Fashions

Trends or styles in clothing, accessories, or behavior that are popular at a particular time and place.

Vicarious Reinforcement

A learning process where an individual's behavior changes based on observations of the consequences of others' behaviors.

Cleaning

The process of removing dirt, dust, and other impurities from objects and environments to maintain hygiene and order.