As You Explain Your Patient's Condition to Her Husband, You

question 8

Multiple Choice

As you explain your patient's condition to her husband, you notice that he is leaning toward you and pointedly blinking his eyes. Knowing that he is from England, your most appropriate response to this behavior is to:

• A) tell him that you understand his need to be alone.
• B) ask whether he has any questions.
• C) ask whether he would prefer to speak to the clinician.
• D) tell him that it is all right to be angry.

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Definitions:

Sales Process

A sequential series of actions by the salesperson that leads toward the prospect taking a desired action and ends with a follow-up to ensure purchase satisfaction.

Approach

The initial step in the sales process, where the salesperson makes contact with potential customers and begins to establish a relationship.

Introductory Approach

A strategy used to make a first impression or initial proposal to potential clients or customers.