Status Crystallisation Involves

question 39

Multiple Choice

Status crystallisation involves:

• A) the extent to which one is a 'star' on one or more status dimensions.
• B) the degree of consistency an individual has across all the status dimensions.
• C) the degree to which an individual's status is visible to others.
• D) the degree to which one's apparent status exceeds one's actual status.

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Definitions:

Assumptive Close

A sales technique where the seller assumes that the customer has already decided to buy and wraps up the sale.

Alternative Close

A sales technique where the salesperson presents the prospect with two final options, making it easier to make a purchase decision.

Summary Close

A sales technique where the key points or benefits of a product are summarized to encourage a purchase decision.

FAB Approach

Stands for Features, Advantages, Benefits - a sales and marketing strategy emphasizing a product's features, its advantages over competitors, and the benefits it brings to the customer.