What Is the Last Step in the Selling Process

question 68

Multiple Choice

What is the last step in the selling process?

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

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Definitions:

Ultimatum Game

A game in economic experiments where two players decide on how to divide a sum of money; the proposer suggests a division and the responder can either accept or reject it.

Entitativity

The degree to which a collection of people feels like a cohesive group.

Social Identity

The part of an individual's self-concept derived from perceived membership in social groups.

Social Facilitation

The tendency for people to perform differently when in the presence of others than when alone, typically improving on simple or well-learned tasks.