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

Describe the defense mechanisms and processes identified by Carl Rogers.

Differentiate humanistic psychology from Freudian psychology, behaviorism, and other approaches.

Discuss the influence of historical and societal context on the development of humanistic psychology.

Recognize the importance of personal responsibility, growth, and self-actualization in humanistic psychology.

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Definitions:

Installment Sales Method

An accounting technique that recognizes revenue and expenses from a sale when payments are actually received, rather than at the point of sale.

Realized Gross Profit

The difference between the cost of goods sold and the sales revenue received, specifically referring to profit that has been recognized once a transaction is completed.

Initial Franchise Fees

The upfront cost paid by a franchisee to a franchisor to enter into a franchise agreement, typically covering training, support, and the right to use trademarks.

Revenue Recognition

The accounting principle that determines the specific conditions under which income becomes recognized as revenue.