Studies Have Found That Customers Are Typically Ready to Make

question 112

Multiple Choice

Studies have found that customers are typically ready to make a purchase decision well before salespeople attempt to close the sale. Salespeople can learn when to close the sale by

• A)listening to customers and paying attention to their body language.
• B)keeping accurate records regarding how long it took to close sales in the past.
• C)asking sales personnel to estimate the average time before customers are ready to close.
• D)using the same selling process for all customers.
• E)monitoring and mimicking the closing process used by their sales managers.

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Definitions:

SWOT Analysis

A strategic planning tool used to identify a company's internal Strengths and Weaknesses, as well as external Opportunities and Threats.

Data Mining

The practice of examining large databases in order to generate new information or find hidden patterns and insights.

Staircase Analysis

An evaluative technique that segments a process or development into distinct levels or phases for detailed assessment and review.

Potential Market

The entirety of consumers who could potentially purchase a product or service, based on their needs and resources.