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

---

Definitions:

Merger Incremental Cash Flow Analysis

The process of evaluating the additional cash flows a company expects to receive from a merger or acquisition.

Vertical Merger

Occurs when a company acquires another firm that is “upstream” or “downstream”; for example, an automobile manufacturer acquires a steel producer.

Petrochemical Firm

A company involved in the production of chemical products derived from petroleum and natural gas.

Oil Reserves

Quantified estimates of the amount of crude oil located in a specific economic region that can be recovered and sold under current economic and technological conditions.