Destiny Is Getting Ready to Close Her Sales Call

question 159

Multiple Choice

Destiny is getting ready to close her sales call. She assumes the customer will say "yes" so she just asks how many cases they would like shipped. This is an example of the:

• A) continuous "yes" close
• B) trial method close
• C) summarization close
• D) assumptive close

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Definitions:

Negative Reinforcement

A psychological strategy that involves the removal of an unfavorable outcome or stimulus to increase the likelihood of a desired behavior.

Positive Reinforcement

A technique in behavior management that involves providing a reward or incentive following a desired behavior to increase the likelihood of its recurrence.

Unpleasant Event

Refers to an occurrence that is disagreeable or causes discomfort.

Omission

A failure to include or do something, often leading to a lack or gap in information or action.