When the Sales Cycle Is Long and Requires Multi-Call Sales

question 25

Multiple Choice

When the sales cycle is long and requires multi-call sales presentations,the salesperson should use the __________ approach to close the sale.

• A)value commitment
• B)customer commitment
• C)incremental commitment
• D)escalating commitment
• E)total commitment

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Definitions:

Leg Cast

A rigid protective covering made of plaster or fiberglass, molded to the shape of the leg to support and protect it following an injury or surgery.

Problem-Oriented Approach

A systematic method of management wherein problems are identified and listed, and each is addressed separately.

Presenting Situation

The initial set of circumstances or issues described by a client seeking professional help, often used in clinical settings.

Data Collection

The process of gathering and measuring information on targeted variables in an established systematic fashion, enabling one to answer relevant questions and evaluate outcomes.