The Salesperson's Objective Is to Obtain a Purchase Commitment from the Prospect

question 49

Multiple Choice

The salesperson's objective is to obtain a purchase commitment from the prospect and create a customer during which stage in the personal selling process?

• A) preapproach
• B) close
• C) follow-up
• D) approach
• E) presentation

Analyze the impact of external factors on the price elasticity of goods and services.

Understand the significance of time in determining price elasticity.

Apply the concept of elasticity to understand consumer behavior in response to price changes.

Evaluate the effects of price discrimination based on elasticity of demand.

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Definitions:

Less Yielding

Referring to being less flexible or accommodating in one's behavior or beliefs.

Intelligence Levels

Measures or degrees of a person's cognitive capabilities, including the ability to learn, understand, and apply information effectively.

Need for Cognition

A personal trait that describes an individual's enjoyment and engagement in thinking processes and intellectual activities.

Situations Require Thinking

Circumstances that necessitate careful consideration and mental effort to resolve or understand.