There are a number of factors that will increase the odds that you will close the sale. List the guidelines for closing the sale that have universal application
What will be an ideal response?
1. Focus on dominant buying motives.
2. Recognize that longer selling cycles are a fact of life.
3. Negotiate the tough points early.
4. Avoid surprises at the close.
5. Display a high degree of self-confidence at the close.
6. Ask for the order more than once.
7. Recognize closing clues.
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A customer will tend to screen out or modify stimuli. This process is known as:
A) conscious input B) selective attention C) discrimination D) selectivity E) sensation
In markets characterized by technological unpredictability, the vendor assumes control over customization because:
a. industry products are more modular b. customers don't want to invest in knowledge that will soon become obsolete c. vendors have more resources d. and and b only e. a, b and c