After Jeremy Has Made His Sales Presentation and Answered the Prospect's

question 192

Multiple Choice

After Jeremy has made his sales presentation and answered the prospect's objections, he says, "When would you like to take delivery of the copier?" This is called a

• A) trial closing.
• B) follow-up.
• C) slick seller.
• D) clincher.
• E) negotiation for delivery terms.

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Definitions:

Correlational Studies

Research methods that examine the relationship or correlation between two or more variables, without determining causal direction.

Strengths and Limitations

Represents the positive abilities and constraints or weaknesses possessed by an individual or system.

Case Studies

A research method involving an up-close, in-depth, and detailed examination of a subject of study (the case), as well as its related contextual conditions.

Advantages and Disadvantages

The beneficial and negative aspects or outcomes associated with a particular choice, decision, or situation.