In Personal Selling, a Trial Close Refers to

question 278

Multiple Choice

In personal selling, a trial close refers to

• A) asking the prospect to make a decision on some aspect of the purchase.
• B) allowing the prospect to use or lease the item on a limited, temporary basis before making a final commitment of purchase.
• C) committing the prospect quickly by making references to the time limits of the purchase.
• D) making an exchange of money or other unit of value.
• E) asking the prospect to make choices concerning delivery, warranty, or financing terms.

---

Definitions:

Psychoanalytic Principles

Foundational concepts in psychoanalytic theory involving the influence of unconscious processes, childhood experiences, and defense mechanisms on behavior and thinking.

Zeitgeist Principles

The dominant set of ideals and beliefs that motivate the behavior of a society or group at a particular time.

Mechanical Energy

The sum of potential and kinetic energy associated with the motion and position of an object.

Thermal Energy

The internal energy present in a system due to its temperature, primarily resulting from the kinetic energy of its particles.