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:

Purchases

Transactions in which goods or services are acquired in exchange for money or other forms of compensation.

Relationship Selling

A sales technique that focuses on building, maintaining, and enhancing interactions with customers to develop long-term satisfaction.

Ethical Issues

Ethical issues in marketing involve the moral principles and values that govern the conduct of individuals and organizations in the creation, exchange, and presentation of goods, services, and ideas.

Legal Issues

Challenges or controversies arising in the application or interpretation of laws, regulations, and legal principles.