The Final Step in the Formal Sales Process Described in the Book

question 72

Multiple Choice

The final step in the formal sales process described in the book is ________.

• A) qualify the lead
• B) make the sales presentation
• C) follow-up
• D) closing the sale
• E) meeting objections and concerns

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Definitions:

Attribution

The process by which individuals explain the causes of behavior and events, often attributing them to internal dispositions or external situations.

Dimensions

in the context of behavior, refers to the measurable attributes of actions, such as frequency, intensity, and duration.

Types of Attributions

These are explanations for behaviors or events, often categorized as internal (personal) or external (situational) attributions.

Expectancy

In psychology, the anticipation or belief regarding the likelihood that a particular behavior will lead to a specific outcome, heavily influencing motivations and actions.