Which of the Following Should Be Addressed in the Closing

question 14

Multiple Choice

Which of the following should be addressed in the closing phase of a sales presentation?

• A) Explaining usage
• B) Outlining features
• C) Building rapport
• D) Asking for business
• E) Explaining how to resell

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Definitions:

Counterconditioning

A behavior therapy technique used to replace a negative or unwanted response to a stimulus with a positive one.

Operant Conditioning

A method of learning that employs rewards and punishments for behavior, encouraging or discouraging certain behaviors.

Stimulus Generalization

In operant conditioning, the tendency for a response that has been reinforced (or punished) in the presence of one stimulus to occur (or be suppressed) in the presence of other similar stimuli.

Skills Training

In behavior therapy, an effort to teach the client skills that he or she may lack, as well as new constructive behaviors to replace self-defeating ones.