Multiple Choice
When salespeople relate the initial sales resistance and subsequent acceptance and positive outcome experienced by a previous customer in an effort to secure commitment with a current prospect, the salesperson is using the ____________ method of earning commitment.
A) Summary
B) Probing
C) Success Story
D) Translation
E) None of the above
Correct Answer:
Verified
Correct Answer:
Verified
Q3: The most straightforward method for earning commitment
Q8: "How quickly can you deliver the product"
Q12: Acknowledging a buyer's expressed concern is important
Q38: According to the LAARC method, once the
Q44: The _ _ reflects an earning commitment
Q51: Tami is a new salesperson for ABC
Q94: Using the Direct Denial method for handling
Q95: A buyer saying "The price is lower
Q103: The "L" in LAARC stands for Listen.
Q106: A _objection is resistance to a product