With an Alternative-Choice Close, the Salesperson

question 95

Multiple Choice

With an alternative-choice close, the salesperson:

• A) gives the prospect a compliment.
• B) asks the prospect about the details of an order.
• C) asks the prospect a series of benefit questions.
• D) gives the prospect the choice of buying or not buying.
• E) assumes the prospect will buy more products in the future.

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Definitions:

Resume

A document summarizing an individual's background, including education, work experience, and skills, typically used for job applications.

Cognitive Dissonance Theory

The theory that inconsistencies produce psychological discomfort, leading people to rationalize their behavior or change their attitudes.

Social Loafing

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