As Rick Attempted to Obtain Commitment from His Prospect,he Said,"You

question 32

Multiple Choice

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

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

---

Definitions:

Globalization

The act of connecting and merging between individuals, businesses, and state entities globally, frequently motivated by international trade and investment, and supported by information technology.

Financialization

The increasing dominance of financial markets, financial motives, financial institutions, and financial elites in the economy, affecting the management and control of companies and even governments.

Information Technology

The use of computers, networking, and other physical devices and processes to create, process, store, secure, and exchange all forms of electronic data.

"The World is Flat"

A book by Thomas L. Friedman that discusses globalization and its impact on the world economy, proposing that technological advancements have leveled the competitive playing fields between industrial and emerging market countries.