The _____ Close Permits the Prospect to Focus on Identifying

question 63

Multiple Choice

The _____ close permits the prospect to focus on identifying their real objections to making a purchase.

• A) assumptive
• B) balance-sheet
• C) standing-room-only
• D) probability
• E) minor-points

---

Definitions:

Autonomy

The degree of freedom an individual or entity has to make decisions independently, without external control.

Skill Variety

The degree to which a job requires a range of different activities and skills to carry out the work involved.

Job Enrichment

Enhancing a job by adding tasks that increase responsibility, autonomy, and opportunities to develop skills, thereby making the work more engaging.

Product and Service Quality

The measure of how well a delivered product or service meets the expectations of the customer.