You Have Covered the Major Points of the Sales Presentation

question 15

Multiple Choice

You have covered the major points of the sales presentation and detected considerable buyer interest,but you feel that the prospect will not be able to put the entire picture together without help. Which type of closing would be most appropriate?

• A)balance sheet close
• B)management close
• C)summary-of-benefits close
• D)trial close
• E)assumptive close

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Definitions:

Decentralized

Refers to the dispersion or distribution of functions and powers away from a central location or authority.

Decision Rights

The authority granted to individuals or groups to make choices regarding the allocation of resources, execution of tasks, or direction of strategies.

Relevant Information

Data or facts that can influence the outcome of a decision and should be considered when making choices.

Organizational Design

The process of structuring an organization in terms of its workflow, systems, and processes to achieve its objectives and maximize efficiency and effectiveness.