The Closing Stage in the Selling Process Involves Obtaining a Purchase

question 316

Multiple Choice

The closing stage in the selling process involves obtaining a purchase commitment from the prospect. This stage is the most important and the most difficult because the salesperson must determine when the prospect is ready to buy. Telltale signals indicating a readiness to buy include

• A)body language, statements, and questions.
• B)questions, financial negotiation, and counteroffers.
• C)negotiations, questions, and requests for assurance.
• D)eye contact, body language, and requests for assurance.
• E)questions, statements, and financial negotiations.

Understand the distinction between financial and managerial accounting in terms of their focus and information provided.

Analyze the importance of critical thinking in evaluating accounting principles and practices.

Understand the procedural steps the FASB follows in issuing new accounting statements.

Comprehend the approval process for issuing new International Accounting Standards.

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Definitions:

Ethological Approach

A perspective in psychology that emphasizes the evolutionary origin of behaviors and their adaptive functions.

Human Aggression

Behavior aimed at causing harm or pain to another person.

Instinct

A natural or innate impulse, inclination, or tendency that guides behavior without the necessity for conscious thought.

Biological Explanations

Theories or reasons that relate behavior, traits, and conditions to biological factors such as genetics and neurochemistry.