After the Prospect Indicates That She Likes the Product,the Salesperson

question 44

Multiple Choice

After the prospect indicates that she likes the product,the salesperson asks,"You like the fit,the color,and how these glasses darken,right? I think you should buy a few of these." This is an example of the _____ close.

• A) summary-of-benefits
• B) alternative-choice
• C) minor-points
• D) assumptive
• E) assertive

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Definitions:

Decision Making

The cognitive process of selecting a course of action among several alternatives, typically aimed at solving a problem or achieving a goal.

Conflict

A disagreement or confrontation resulting from differing needs, values, or interests between individuals or groups.

Group Participation

Involvement and active engagement of members within a group or team towards achieving common goals.

Specificity

The condition or quality of being specific, precise, or particular.