Prior to the Introduction of Consultative Selling and the Partnering

question 21

Multiple Choice

Prior to the introduction of consultative selling and the partnering era,closing was often presented as:

• A)not necessary if the product was quality
• B)a game that could be won with strong persuasion
• C)a battle between salesperson and buyer
• D)the only thing a salesperson needed to practice
• E)the most important aspect of the sales process

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Definitions:

Sales Tax

A government-imposed charge on goods and services purchased, collected at the point of sale.

Financial Statements

Official records that outline the financial activities and condition of a business, including the balance sheet, income statement, and cash flow statement.

Retained Earnings

The portion of a company's profits that is kept or retained rather than being paid out as dividends to shareholders.

Accounts Receivable

Receivables from customers for products or services provided by a company, which are yet to be paid.