Entrepreneurship and Small Business (ESB) Certification Practice Exam

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Study for the Entrepreneurship and Small Business (ESB) Certification Exam. Explore key topics with flashcards and multiple-choice questions, featuring hints and explanations. Prepare effectively for success!

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During what step of the sales process does a customer make the decision to purchase a product?

Closing
Objection
Presentation
Initiation

The correct answer is: Closing

The closing step of the sales process is where the customer makes the decision to purchase a product. This phase is crucial as it represents the culmination of the efforts made throughout the sales process, including building rapport, identifying needs, and presenting solutions. During closing, the salesperson guides the conversation to affirm the customer’s interest and addresses any final concerns or hesitations. The ability to confidently and effectively close a sale often involves recognizing the right moment to ask for commitment and ensuring that the customer feels valued and understood. This step is essential for converting potential customers into actual buyers and maximizing sales success.