What Does the Sales Dialogue Template Presented in the Textbook

question 6

Multiple Choice

What does the sales dialogue template presented in the textbook suggest regarding earning prospect commitment?

• A) The ABC method suggests that a good salesperson should always be closing for something.
• B) Most buyers expect a salesperson to ask for commitment and appreciate the effort if it is made at the appropriate time in the sales dialogue.
• C) Asking for prospect commitment is always a challenge and should be undertaken only after all of the sections of the template have been successfully completed.
• D) A salesperson demonstrates empathy by letting the customer propose commitment.

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Definitions:

Commitment

A pledge or promise; an agreement that binds one with others or to a cause; the sense of duty one has to accomplish a task; an essential element of caring leadership.

Exploration

The act of traveling in unknown regions to discover new knowledge, resources, or geographical routes.

Responsibility

Having the duty to deal with something or having control over someone, often tied to ethical or moral obligations.

Hardy Personality

Having the characteristics of a stress-resistant person–personal commitment, sense of control, positive attitude, balanced perspective, and caring relationships; having the adaptive capacity to deal effectively with stress and change.