As Rick Attempted to Obtain Commitment from His Prospect,he Said,"You

question 90

Multiple Choice

As Rick attempted to obtain commitment from his prospect,he said,"You stated in your previous visit that you were looking for a product with a low cost as well as a long life.As I've mentioned in our previous presentations,our product has the lowest price in its class.And,according to industry reports,our product lasts 20 percent longer than our major competitors." This is an example of the:

• A) balance sheet method.
• B) direct request method.
• C) assumptive close method.
• D) benefit summary method.
• E) alternative choice method.

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Definitions:

Social Roles

The parts individuals play as members of a social group, which meet the expectations of that group.

Conscious Component

An element of the mind's activity that pertains to thoughts, feelings, and sensations that an individual is aware of at any given moment.

Self-handicapping

A strategy where individuals create obstacles and excuses for themselves so that if they do poorly in a task, they can blame these external factors.

Intrinsic Motivation

The drive to engage in activities for their own sake, motivated by internal satisfaction rather than external rewards or pressures.