Saki Has Been Having a Difficult Time Working with a Particular

question 105

Multiple Choice

Saki has been having a difficult time working with a particular buyer using the personal selling process, and she has asked her manager, Saffron, for some ideas about how to close the sale effectively. Saffron asks her a number of questions to help sort out the difficulties. Which of the following questions would Saffron be least likely to ask?

• A)"What does the buyer's body language tell you about her readiness to buy?"
• B)"Did you skip any steps in the process?"
• C)"Are there any reservations that have not been addressed to the buyer's satisfaction?"
• D)"Have you completed the follow-up to ease the buyer's mind?"
• E)"Should you go back to an earlier stage in the process and start the process over from there?"

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Definitions:

SEC

The U.S. Securities and Exchange Commission, a federal government agency responsible for regulating the securities industry and protecting investors.

Securities

Financial instruments representing ownership (stocks), a debt agreement (bonds), or the rights to ownership (derivatives) that can be bought and sold.

Due Diligence Defense

A legal defense used in securities law, asserting that the defendants conducted a thorough investigation and did not find any misrepresentation or fraud.

Securities Act

Refers to the U.S. Securities Act of 1933, a federal piece of legislation enacted to regulate the securities industry and protect investors.