Buyer's Comments Are Often the Best Indications That He or She

question 78

Multiple Choice

Buyer's comments are often the best indications that he or she is considering commitment. When the prospect says, "This is a great product you're selling. I don't know why someone didn't come up with this idea years ago," the salesperson should categorize this buyer statement as a _____ statement.

• A)closing
• B)creeping
• C)benefit
• D)direct-request
• E)synergistic

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Definitions:

UCC

The Uniform Commercial Code, a set of laws that govern commercial transactions in the United States.

Negotiation

Negotiation is a process of discussion aimed at reaching an agreement where two or more parties with different needs and goals discuss an issue to find a mutually acceptable solution.

Holder

A person in possession of a document of title or an instrument payable or indorsed to him, his order, or to bearer.

Indorsement

The act of signing one's name on the back of a negotiable instrument, such as a check, thereby transferring rights or ownership.