Which term describes the method of selling merchandise where the funeral director does not stay in the selection room during the process?

• A. Itemization
• B. Indirect selection room procedure
• C. Indirect lighting
• D. Immediate Burial

Answer: (B)

Indirect selection room procedure describes the approach where the funeral director does not stay in the selection room while the family reviews merchandise. This setup allows the family to discuss options and decide privately, reducing direct influence or pressure from the director and often encouraging more independent decision-making. It’s a merchandising method focused on how the selection process is conducted rather than on pricing or the service type.

Itemization is about listing items and prices on the statement, not who is present during selection. Indirect lighting is a lighting concept for displays, not a selection-room method. Immediate burial is a service option that skips viewing and arrangements, not a technique for conducting the selection room.