Studies Have Found That Customers Are Typically Ready to Make

question 83

Multiple Choice

Studies have found that customers are typically ready to make a purchase decision well before salespeople attempt to close the sale.Salespeople can learn when to close the sale by

• A) listening to customers and paying attention to their body language.
• B) keeping accurate records regarding how long it took to close sales in the past.
• C) asking sales support personnel to estimate the average time before customers are ready to close.
• D) using the same selling process for all customers.
• E) monitoring and mimicking the closing process used by their sales managers.

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Definitions:

Freud

Sigmund Freud, Austrian neurologist and founder of psychoanalysis, a method for treating psychopathology through dialogue between a patient and a psychoanalyst.

Falsifiable

A characteristic of a statement, hypothesis, or theory that denotes it can be proven false by observation or experimentation.

Heuristic

A method or approach that enables a person to discover or learn something for themselves, often using experiences or observations rather than rigid rules.

Psychoanalytic

Pertaining to a psychological theory and therapy that emphasizes the role of unconscious factors in human behavior.