Because Customers Almost Always Have Objections During the Presentation or Closing

question 106

True/False

Because customers almost always have objections during the presentation or closing step of the selling process,all salespeople need training in the skills of handling objections.

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Definitions:

Cross-Cultural Researchers

Scientists who study the similarities and differences in behavior, traditions, and psychology across different cultures.

Individualistic Cultures

Societies that stress the importance of personal achievements, autonomy, and individual rights, often placing the individual before the community.

Projective Tests

Psychological tests that use ambiguous stimuli, such as pictures or patterns, to elicit responses that are believed to reveal the respondent's unconscious thoughts and feelings.

Psychoanalytic Therapists

Mental health professionals who employ theories and techniques based on Freudian and post-Freudian psychology to treat patients.