A Prospect Goes Through Five Mental Steps,all of Which Lead

question 34

Multiple Choice

A prospect goes through five mental steps,all of which lead to the purchase decision.The approach stage of the selling process should:

• A) move the prospect to the conviction stage.
• B) attract customer attention and interest.
• C) make the customer desire the product.
• D) get the customer to take some action.
• E) handle initial objections.

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Definitions:

Roosevelt Corollary

An extension of the Monroe Doctrine articulated by President Theodore Roosevelt in 1904, stating that the U.S. could intervene in the domestic affairs of its neighbors if those neighbors proved unable to maintain order on their own.

Monroe Doctrine

A principle of US foreign policy originating in the early 19th century that opposes European colonialism in the Americas, viewing any new attempts at colonization as hostile acts toward the US.

Great White Fleet

A U.S. naval fleet that circled the globe from 1907 to 1909 as a show of American maritime strength and goodwill.

Secretary Of State

A senior official of the federal government, responsible for the foreign affairs of the United States.