Examlex
After salesperson Danny O'Reilly has made a sale, he asks his customer if she knows of anyone else who might also be interested in buying his products. Referrals such as these are one method used in ________.
Endless Chain Method
A sales technique in which a salesperson asks each client or customer for referrals to new potential clients, theoretically creating an endless chain of prospects.
Preapproach
A strategy in the sales process where preliminary research and planning are conducted before interacting with a potential customer.
Trial Close Stage
A stage in the sales process where the seller presents a proposition to gauge the buyer's interest or readiness to make a purchase, often before the final close.
Center of Influence
An individual or institution that can significantly affect perceptions and actions within a specific community or demographic through their authority or position.
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