Assume That a Salesperson Has Asked a Prospect to Buy

question 66

Multiple Choice

Assume that a salesperson has asked a prospect to buy three cases of Easter candy and the prospect responds with a stalling objection. The salesperson should then:

• A) present the benefits of purchasing now.
• B) close again and test the reaction.
• C) use a trial close.
• D) agree and leave.
• E) restart the presentation.

Differentiate between consumer goods and goods for business use in the context of secured transactions.

Recognize the processes involved in perfecting a security interest, including filing and possession.

Identify the consequences of failing to properly perfect a security interest.

Understand the priority rules governing conflicting security interests.

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Definitions:

Theory Of Mind

The cognitive ability to understand that others have their own thoughts, feelings, and perspectives, distinct from one's own.

Egocentrism

The inability to differentiate between one's own perspective and another person's viewpoint.

Object Permanence

The understanding that objects continue to exist even when they cannot be seen, heard, or otherwise sensed, a concept typically developed during infancy.

Self-Control

The ability to regulate one's emotions, thoughts, and behaviors in the face of temptations and impulses.