Danish, a Salesperson in a Computer Manufacturing Company, Has Been

question 15

Multiple Choice

Danish, a salesperson in a computer manufacturing company, has been trying to acquire a high-profile customer in the market. He has made a couple of sales calls to the prospective customer in the past. Now, in an attempt to close the sale, Danish makes a final call to the prospect and outlines all the major benefits that the prospect has confirmed over the previous sales calls. Which of the following selling techniques does Danish use in this scenario?

• A) The direct commitment technique
• B) The boomerang technique
• C) The balance sheet commitment technique
• D) The summary commitment technique
• E) The alternative choice technique

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Definitions:

Path-goal Theory

A leadership theory that suggests leaders should adjust their style to fit the employees and task environment to achieve a goal.

Put Others First

A principle emphasizing the importance of prioritizing the needs and well-being of others over one's own interests.

Antecedent Conditions

Factors or circumstances existing before a particular event or situation that influence its occurrence or outcome.

Organizational Context

The set of circumstances or conditions, including culture, structure, and external environment, that surrounds and influences the operation of an organization.