For salespeople who practice an unsuccessful close

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71. For salespeople who practice __________, an unsuccessful close one day may lay the groundwork for a successful close during the next meeting. A. role playing B. sales support promotion C. relationship selling D. delayed preapproach E. transaction selling 72. Studies have found that customers are typically ready to make a purchase decision well before salespeople attempt to close the sale. Salespeople can learn when to close the sale by: 73. In the selling process, the saying "It ain't over till
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it's over" refers to the __________ stage of the process. 74. The __________ stage of the selling process offers a prime opportunity for salespeople to solidify customer relationships through great service quality. 75. The attitudes that Ryan's customers develop after they have purchased his yearly lawn care service will become the basis for determining whether or not they renew each year. He needs to convey __________, delivering the right services the right way. A. reliab ility B. responsiveness C. assurance D. empathy E. tangibles 76. The attitudes that Ryan's customers develop after they have purchased his yearly lawn care service will become the basis for determining whether they renew each year. He needs to be __________, quickly addressing any problems that occur.
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77. The attitudes that Ryan's customers develop after they have purchased his yearly lawn care service will become the basis for determining whether they renew each year. He needs to convey __________, guaranteeing his work in writing. 78. 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. "What does the bu tell you about her r B. "Did you skip any steps in the process?" C. "Are there any reservations that have not been address D. "Have you completed the follow-up to ease the buyer's E. "Should you go back to an earlier stage in the Process
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