One Method for Gaining Commitment Involves the Salesperson Working with the Buyer

question 105

True/False

One method for gaining commitment involves the salesperson working with the buyer to list and compare the reasons that the buyer would and would not want to make a purchase.

Understand how to prevent psychological reactance in negative communication.

Learn the strategic writing patterns that help maintain goodwill in negative messaging.

Identify and apply the appropriate beginning and conclusion techniques in negative messages.

Understand the ethical and legal implications in delivering detailed negative messages.

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Definitions:

Treasury Stock

Represents shares of a company's own stock that it has reacquired and holds, which are not considered assets and do not have voting rights or pay dividends.

Fair Market

The price at which an asset would exchange between a willing buyer and a willing seller, each having reasonable knowledge of all relevant facts and neither being compelled to buy or sell.

Par Common Stock

The nominal or face value assigned to common stock shares as stated in the corporate charter, unrelated to market value.

Stock Dividend

A distribution of additional shares of a company's stock to its shareholders instead of cash.