APPLYING THE CONCEPT -A Sales Rep Is Trying to Close a Big Sale

Multiple Choice

APPLYING THE CONCEPT
-A sales rep is trying to close a big sale with a new corporate customer. The sales rep states a few other major corporate customers and says that the potential customer may call them for a reference, to influence the customer to buy the product. These current customers have agreed to give a good recommendation if potential customers call them. Which individual tactic is the sales rep using in this situation to make the sale?

A) rational persuasion
B) inspirational appeals
C) consultation
D) ingratiation
E) personal appeals
F) exchange
G) coalition
H) legitimization
I) pressure