The Approach Step of the Selling Process Attempts to

question 38

Multiple Choice

The approach step of the selling process attempts to

• A) qualify potential customers who are willing and able to buy.
• B) build credibility and establish rapport.
• C) close the sale.
• D) learn about potential customers and their wants and needs.

Understand the concept of coupon rates and how they affect bond pricing.

Distinguish between zero-coupon and coupon bearing bonds in financial contexts.

Evaluate bonds for investment based on maturity, interest rate risk, and annual returns.

Identify the factors influencing bond yields and prices in the secondary market.

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Definitions:

Desirable State

A condition or situation that is regarded as preferable or ideal by an individual or group.

Intuitive Decision Making

The process of making decisions on the basis of instinct and feelings rather than explicit reasoning.

Organizational Behavior

The study of how people interact within groups, often used to improve organizational efficiency and effectiveness.

Limited Information-Processing

The constraint in cognitive capabilities that limits an individual's ability to process and make decisions based on all available information.