When a Salesperson in the Apple Store Asks, "Will That

question 11

Multiple Choice

When a salesperson in the Apple store asks, "Will that be charge or cash?" he has executed which stage of the personal selling process?

• A) closing
• B) approach
• C) presentation
• D) handling objections
• E) follow-up

---

Definitions:

Availability

The state of being easily obtainable or accessible when needed.

Anchoring

A cognitive bias that describes the tendency to rely too heavily on the first piece of information offered (the "anchor") when making decisions.

Person Schemas

Cognitive structures that represent one's knowledge and expectations about others, influencing how we process information about them.

Fiske and Taylor

Researchers known for their work in social cognition, exploring how people think about themselves and others in a social context.