Instructions: Identify the Following Terms

question 20

Short Answer

Instructions: Identify the following terms:
Articles of Confederation

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Definitions:

FAB Sequence

A sales technique that stands for Features, Advantages, and Benefits, aimed at highlighting a product's value to the customer.

Trial Close

A sales technique where the seller proposes a commitment question to gauge the buyer's readiness to make a purchase decision.

Economic Needs

The buyer’s need to purchase the most satisfying product for the money.

Stimulus-response Model

A sales model based on the belief that certain stimuli can elicit predictable responses from consumers, guiding sales tactics.