When a Tangible Component Is Not Included in a Service

question 45

Short Answer

When a tangible component is not included in a service, such as with counseling, it is called a(n) ________.

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Definitions:

Assumptive Close

A sales technique where the salesperson assumes that the prospect has decided to purchase and moves forward with finalizing the sale.

Continuous-Yes Close

A kind of close whereby the salesperson develops a series of benefit questions that the prospect must answer.

Alternative Choice Close

A closing technique in sales where the seller presents the prospect with two or more mutually exclusive choices, both leading to a sale.