PFS105D

Technically, __________ occurs when the product or service is delivered to

the customer’s satisfaction and the payment is received.

• Asking questions

• Closing the sale

• Follow up

• Doing an installation

A _________ is anything that a prospect says or does that indicates they

are ready to buy the product or service

• Closing the sale

• Somebody's opinion

• Ordering

• Buying signal

Customers tend to be relaxed whenever their needs or problems are

addressed. This forms part of __________?

• Customer satisfaction

• Non verbal signal

• Customer agreement

• B and C

If a customer moves closer to the salesperson and talk in a low voice as if

sharing a confidence, it is an example of which type of buying signal?

• Customer agreement

• Customer questions

• Responses to trial close

• Non verbal signals

During the follow-up stage, salespeople must try and overcome __________

which refer to the feeling of uncertainty and doubt that customers experience

after they have made a purchase

• Cognitive dissonance

• Post purchase

• Dissonance

• None of the above