Which of the Following Statements About the Trial Close Is

question 38

Multiple Choice

Which of the following statements about the trial close is incorrect?

• A) The trial close asks for the prospect's opinion, not a decision to buy.
• B) A trial close should be used after making a strong selling point in the sales presentation.
• C) The trial close allows the salesperson to determine if the prospect has any objections.
• D) The trial close is a powerful technique to induce two-way communication.
• E) A trial close should be used during customer follow-up meetings after a sale.

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Definitions:

Experiential Learning

A learning process through which individuals acquire new knowledge, skills, or behaviors by actively engaging in experiences.

False-Consensus Effect

The tendency of individuals to overestimate the extent to which their beliefs, values, or opinions are shared by others.

Perceptual Error

A mistake in interpretation arising from inaccuracies in the sensory input or processing.

Self-Serving Bias

A cognitive bias that involves individuals attributing their successes to internal or personal factors and their failures to external or situational factors.