Question: The _ _ _ _ _ close requires the salesperson to ask the prospect a series of benefit questions. A . assumptive B . Ben

The _____ close requires the salesperson to ask the prospect a series of benefit questions.
A. assumptive
B. Ben Franklin
C. negotiation
D. continuous-yes
E. minor-points

Step by Step Solution

There are 3 Steps involved in it

1 Expert Approved Answer
Step: 1 Unlock blur-text-image
Question Has Been Solved by an Expert!

Get step-by-step solutions from verified subject matter experts

Step: 2 Unlock
Step: 3 Unlock

Students Have Also Explored These Related General Management Questions!

Q:

1.if a salesperson asks from his prospect, "You're saying that automobile quality and service are less important to you than price?", this is an example _____________ question?* Direct Rephrasing...

Q:

As Salespeople, our responsibility is to translate benefits into features. Group of answer choices True False Are you experiencing any issues with your current software? This is an example of a...

Q:

Hello, I need help with with Return of the Tallahassee Beancounters Case (the 2010 version). The solution and teachers handouts for the 2003 version have already been made available, however it's...

Q:

Hello, I need help with with Return of the Tallahassee Beancounters Case (the 2010 version). The solution and teachers handouts for the 2003 version have already been made available, however it's...

Q:

Which of the following methods is the strongest for gaining entry to a prospect? Select an answer and submit. For keyboard navigation, use the up/down arrow keys to select an answer. a A salesperson...

Q:

Match the word with its definition new-task buy persuasive presentation negotiation physiological needs need discovery buying center customer relationship management (CRM) approach survey questions...

Q:

will require integrating human resource management theory and thought (as described in the textbook) while addressing major issues in the field and therefore will require proper referencing and...

Q:

Futrell/Valvasori, ABCs of Relationship Selling through Service, 6th Canadian Edition ROLE PLAY CLOSING Chapter 11 OUTCOMES CONSULTING Overview As the salesperson for Outcomes Consulting it is your...

Q:

will require integrating human resource management theory and thought (as described in the textbook) while addressing major issues in the field and therefore will require proper referencing and...

Q:

will require integrating human resource management theory and thought while addressing major issues in the field and therefore will require proper referencing and citations. Please make sure that you...

Q:

A man can row at 5km/h in still water. If the river is running at 1km/h, it takes him 75 minutes to row to a place and back. How far is the place? 1) 4.2 km 2) 4 km 3) 2.5 km 4) 3 km 5) None of these

Q:

Ann increased the quantities of all the ingredients in a recipe by 60%. She used 80 grams of cheese. How much cheese did the recipe require?

Q:

The two main types of annuities are Multiple Choice full withdrawal and fixed term. fixed - term and variable - term. fixed sum and variable sum. life and variable - term. fixed - term and life.

Q:

Pricing an option is easy because every input to the pricing model is perfectly observable, especially the volatility parameter. True False