Why Would a Bank Require a Company to Maintain a Compensating

question 102

Essay

Why would a bank require a company to maintain a compensating balance?

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Definitions:

Standing-Room-Only Close

A close whereby a salesperson suggests that if a prospect does not act now he or she may not be able to buy in the future, thus motivating the prospect to act immediately.

Summary of Benefits Close

A sales strategy where the salesperson summarizes the key benefits of the product or service, emphasizing its value to encourage purchase.

Question Close

A type of close wherein the salesperson asks questions to generate a decision point.

Assumptive Close

A type of close that assumes the prospect will buy.