As Rick Attempted to Obtain Commitment from His Prospect, He

question 60

Multiple Choice

As Rick attempted to obtain commitment from his prospect, he said, "You stated in our previous visits you were looking for a product that would be low cost, yet also provide long life. As I've shown, our product has the lowest price in its class. And, according to industry reports, our product lasts 20 percent longer than our major competitors. Can I place an order for you today?" This is an example of the:

• A)balance sheet method.
• B)direct request method.
• C)assumptive close.
• D)benefit summary method.
• E)benefit in reserve close.

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Definitions:

Autobiographical Events

Personal experiences and memories that form an individual's life story, including significant moments, facts, and feelings.

Hippocampus

A part of the brain involved in memory formation, organization, and storage.

Emotion-Provoking Stimuli

Objects, events, or contexts that trigger emotional responses.

Amygdala

A small, almond-shaped structure in the brain involved in emotion regulation, especially fear and the encoding of memories of emotional events.