The closing stage in the selling process involves obtaining a purchase commitment from the prospect. This stage is the most important and the most difficult because the salesperson must determine when the prospect is ready to buy. Telltale signals indicating a readiness to buy include
A. eye contact, confirmatory phone calls, and requests for assurance.
B. questions, statements, and financial negotiations.
C. body language, statements, and questions.
D. negotiations, questions, and requests for assurance.
E. questions, financial negotiation, and counteroffers.
Answer: C
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When qualifying sales prospects, Jason places each lead in one of four baskets ranging from A to D with A leads the best and D leads the worst. Using this method of categorization, the appropriate strategy for "A" leads would be:
A) do nothing currently, but monitor the lead for possible future changes B) contact the lead using telemarketers C) receive a sales call from one of the firm's salespeople D) send the lead marketing materials and encourage them to make inquiries if they are interested
The most common form of vertical marketing system is _____
a. independent vertical marketing system b. partially integrated marketing system c. fully integrated marketing system d. a retail cooperative
Of the types of social media identified in the text, YouTube is considered a thought-sharing site.
Answer the following statement true (T) or false (F)
Which of the following statements is CORRECT?
A. If a 10-year, $1,000 par,zero coupon bondwere issued at a price that gave investors a 10% yield to maturity, and if interest rates then dropped to the point where rd= YTM = 5%, the bond would sell at a premium over its $1,000 par value. B. If a 10-year, $1,000 par, 10% coupon bond were issued at par, and if interest rates then dropped to the point where rd= YTM = 5%, we could be sure that the bond would sell at a premium above its $1,000 par value. C. Other things held constant, including the coupon rate, a corporation would rather issue noncallable bonds than callable bonds. D. Other things held constant, a callable bond would have a lower required rate of return than a noncallable bond because it would have a shorter expected life. E. Bonds are exposed to both reinvestment risk and price risk. Longer-term low-coupon bonds, relative to shorter-term high-coupon bonds, are generally more exposed to reinvestment risk than price risk.