Southern Security Makes Safes for Storing Valuables

question 13

Multiple Choice

Southern Security makes safes for storing valuables. When Ed sold safes for the company, he would deal with a prospect's concerns such as the cost of the safe and then ask, "Are you ready to purchase a safe for your family, or are there other concerns that we need to discuss?" When Ed asked this question, he was ________.

• A) using a last objection close
• B) fostering a transactional relationship
• C) anticipating objections
• D) engaging in the approach stage of the creative selling process
• E) using a standing-room-only close

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Definitions:

Serving Size

The standardized amount of food or drink recommended to be consumed in one sitting, often used for nutritional labeling and guidelines.

Basal Metabolic Rate

The rate of energy utilisation by the body while idle, necessary for maintaining key bodily functions like breathing and thermal regulation.

Body Mass Index

An index that calculates body fat using an individual's weight and height, suitable for both adult males and females.

Set Point

A theory suggesting that each individual has a genetically determined range of weight and temperature that their body will try to maintain to stay at optimal health.