Which of the Following Refers to a Closing Technique Used

question 136

Multiple Choice

Which of the following refers to a closing technique used by salespeople?

• A) asking customers for referrals
• B) developing solutions to customers' problems
• C) seeking out hidden objections
• D) reviewing points of agreement
• E) taking objections as opportunities to provide more information

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Definitions:

Attribution Theory

A concept in psychology that explains how individuals infer the causes of their own and other people's behavior.

Elaboration Likelihood Model

A model that explains different ways of processing stimuli, why they are used, and their outcomes on attitude change.

Cognitive Dissonance

The psychological discomfort experienced when holding two or more conflicting cognitions (ideas, beliefs, values, or emotional reactions).

Social Facilitation

The tendency for people to perform differently when in the presence of others, typically enhancing performance on well-practiced tasks.