The Dual Concern Theory Identifies Which of the Following Two

question 18

Multiple Choice

The dual concern theory identifies which of the following two primary dimensions of conflict-handling intentions?

• A)awareness and assertiveness
• B)reliability and awareness
• C)cooperativeness and assertiveness
• D)independence and interdependence
• E)accommodation and collaboration

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Definitions:

Indecisive Prospect

A potential customer who is hesitant or struggles to make a purchasing decision, often requiring additional information or reassurance from a salesperson.

Negotiation Close

A sales technique where the salesperson seeks to conclude a deal by negotiating terms that are acceptable to both the buyer and seller.

Direct Close

A sales technique where the salesperson directly asks the prospect to make a purchase decision.

Closing Sales

The last stage in the selling procedure where the seller obtains the customer's consent to go ahead with the buying transaction.