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What Is the Term for a Selling Technique in Which

Question 22

Multiple Choice

What is the term for a selling technique in which a salesperson relates how one of his or her customers had a problem similar to the prospect's and solved it by using the salesperson's product?


A) referral or testimonial close
B) boomerang method
C) success story commitment
D) T-account or balance sheet commitment

Correct Answer:

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