Selling 9th Edition by Stephen Castleberry,John Tanner

Exercise 2

What would you say to a friend to gain his or her commitment to go on a spring break trip? Describe exactly what you would say to your friend, using each of the following methods (make any assumptions necessary):
a.? Alternative choice
b.? Direct request.
c.? Benefit summary.
d.? Balance sheet.
e.? Probing.