Chapter 7

Question 1

Persuasion

Answer 1

communication process by which you motivate someone to voluntarily take a beneficial action

Question 2

Persuasive presentation

Answer 2

persuasive to influence the customer’s beliefs, attitudes, and behaviors to encourage buyer action

Question 3

Solution configuration

Answer 3

process of helping customers select the right solution

Question 4

Buying signals

Answer 4

indications that a customer is ready to purchase`

Question 5

Trial closes

Answer 5

questions to assess customer’s commitment to the offering