SRC Refrigeration Sells Refrigerated Display Cases for Flowers

question 69

Multiple Choice

SRC Refrigeration sells refrigerated display cases for flowers. When its salesperson asks a retailer, "Do you want to order the two-door model 350F or the Model 719F with the single door?" he has executed which stage of the selling process?

• A)handling objections
• B)approach
• C)presentation
• D)close

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Definitions:

Social Categorization

The cognitive process of classifying people into groups based on shared characteristics.

Own Groups

The social groups to which an individual feels they belong, often leading to favoritism toward group members and bias against outsiders.

Social Learning

A theory positing that people learn from one another, via observation, imitation, and modeling.

Attitude Formation

The process by which individuals develop and change their evaluation of objects, people, or events, based on factors like personal experience, social influence, and genetic predispositions.