The Closing Stage in the Selling Process Involves Obtaining a Purchase

question 103

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, confirmatory phone calls, and requests for assurance.
• E)questions, statements, and financial negotiations.

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Definitions:

Cognitive Response

The internal thought process and mental activities triggered by external stimuli, influencing how information is perceived, processed, and remembered.

Physical

Refers to anything pertaining to the body or involving bodily movements.

Emotional

Pertaining to feelings or psychological states that arise in response to stimuli, affecting moods and behavior.

Exaggerated

Describes something that has been presented in a way that makes it seem more important, serious, or large than it actually is.