The Lewis Model Characterizes the Tendencies of Several Cultures as Linear-Active

question 93

Essay

The Lewis model characterizes the tendencies of several cultures as linear-active, multi-active, and reactive. Discuss the advantages and disadvantages of attempting such wide-scale characterizations of cultures.

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Definitions:

Assumptive Close

A selling strategy where the salesperson proceeds as if the customer has made the decision to buy, concluding the transaction under this presumption.

Continuous-yes

A sales technique designed to get the customer to agree to smaller points or decisions continuously, leading to a higher likelihood of agreeing to the final ask.

Minor-points

Less significant or secondary details in a conversation, presentation, or document.

Exit Technique

A technique used by professional salespeople to keep the door open for future interactions with the prospect, in the event of not being granted the sale.