What Is the Term for a Selling Technique in Which

question 22

Multiple Choice

What is the term for a selling technique in which a salesperson relates how one of his or her customers had a problem similar to the prospect's and solved it by using the salesperson's product?

• A) referral or testimonial close
• B) boomerang method
• C) success story commitment
• D) T-account or balance sheet commitment

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Definitions:

Cash Inflow

The total amount of money being transferred into a business, often from operations, investments, or financing.

Issue Common Shares

The process by which a corporation sells new shares to investors to raise capital.

Ceases Operations

The process when a business stops its principal business activities and ends its operations.

Shareholders

Individuals or entities that own one or more shares of stock in a public or private corporation, holding an ownership stake.