Sally has been having a difficult time working with a particular buyer while using the personal selling process, and she has asked her manager, Chris, for some ideas about how to close the sale effectively. Chris asks her a number of questions to help sort out the difficulties. Which of the following questions would Chris be least likely to ask?
A. "Are there any reservations that have not been addressed to the buyer's satisfaction?"
B. "What does the buyer's body language tell you about her readiness to buy?"
C. "Should you go back to an earlier stage in the process and start the process over from there?"
D. "Did you skip any steps in the process?"
E. "Have you completed the follow-up to ease the buyer's mind?"
Answer: E
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A. a person analysis B. a needs assessment C. an organization analysis D. a task analysis E. a specialized skills assessment
______ characterize themselves as possessing initiative, control, and ambition; ______ characterize themselves as sensitive, concerned for others, and considerate.
A. Males; females B. Females; males C. Teachers; students D. Individuals; groups
One of the requirements for the assumption of the risk defense is that the plaintiff ________.
A. had a general knowledge of the risk involved B. had knowledge of the specific risk C. had no knowledge of the risk involved D. had been defrauded with regards to the risk involved
Which statement regarding gift giving in the United States is incorrect?
a. Business gifts to an office are intended for the manager to be taken home to share with his or her family. b. The best rule to follow when giving a business gift in the United States is to limit the price to $25 or less. c. In the United States gifts are opened in front of the giver. d. Exchanging gifts among colleagues is becoming less common.