When Salespeople Relate the Initial Sales Resistance and Subsequent Acceptance

question 39

Multiple Choice

When salespeople relate the initial sales resistance and subsequent acceptance and positive outcome experienced by a previous customer in an effort to secure commitment with a current prospect, the salesperson is using the ____________ method of earning commitment.

• A) Summary
• B) Probing
• C) Success Story
• D) Translation
• E) None of the above

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Definitions:

Idea

A thought, concept, or notion that can be the basis for invention, creative processes, or problem-solving strategies.

Corporate Citizenship

The extent to which businesses are socially responsible for meeting legal, ethical, and economic standards to positively impact society and the environment.

Socially Responsible

A term describing companies or individuals that act in a way that benefits society, often through sustainable practices, ethical behavior, and philanthropy.

Bottom Line

The final profit or loss of a business after all expenses have been deducted from the revenues, also used metaphorically to mean the ultimate outcome.