Withholding Information from Customers to Reveal at the Close Is

question 22

Multiple Choice

Withholding information from customers to reveal at the close is a bad idea because springing new information could:

• A)be a violation of federal "truth in advertising" laws
• B)cause the customer to buy more units
• C)jeopardize the sale and cause bad feelings
• D)be considered an assumptive close
• E)benefit a rival salesperson

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Definitions:

Components

Individual parts or elements that, when combined, form a complete system or product.

Labor

Work, especially hard physical work, but can also refer to the workforce involved in this activity.

Deceptive Advertising

Marketing practices that mislead or lie to consumers about the product or service being offered.

Mislead

To guide someone into a wrong direction or understanding intentionally or unintentionally.