Which technique for earning commitment is Lets make a list of the pros and cons associated with purchasing my product an example of? *

1 point

alternative or legitimate choice

boomerang method

summary commitment

T-account or balance sheet commitment

Salespeople should not be involved in customer training because it just confuses the customer as to what their role and responsibilities should be. *

1 point

True

False

What is the term for questions salespeople use throughout a sales dialogue to generate feedback from the buyer? *

1 point

situation questions

need discovery questions

follow-up questions

check-backs or response checks

Which of the following is being used by a salesperson making the statement, One of my customers in another region who operates a similar manufacturing process to yours purchased this equipment last year and it significantly improved his output quality and reduced the amount of waste material produced? *

1 point

an analogy

an anecdote

a comparison

a metaphor