The Questions in the Continuous-Yes Close Should Be

question 59

Multiple Choice

The questions in the continuous-yes close should be:

• A) open-ended to assess the prospect's needs.
• B) designed to generate negative responses.
• C) included in a brief product questionnaire.
• D) based on the weakness of the competition.
• E) based on benefits of the specific product.

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Definitions:

Transform Fault

A type of fault where two tectonic plates slide past one another horizontally, often causing earthquakes.

Lahars

Volcanic mudflows or debris flows composed of a slurry of pyroclastic material, rocky debris, and water, that flow down from a volcano, often following a volcanic eruption.

Basaltic Lava

A type of molten rock that is low in silica and flows easily, typically forming smooth, broad volcanic features.

Shield Volcano

A type of volcano with broad, gently sloping sides, built by the eruption of low-viscosity lava that can flow long distances.