A building block approach to financial planning argues that people should achieve security in work, insurance, and other activities before they pursue higher-risk investments
Indicate whether the statement is true or false.
TRUE
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The balance sheet method of obtaining commitment will never insult a buyer's intelligence.
Answer the following statement true (T) or false (F)
Benefits that would satisfy buyers' unimportant needs should be deemphasized in the sales presentation.
Answer the following statement true (T) or false (F)
A sales rep is in a foreign country and has spent several days with a buyer for a large chain of convenience stores there. At the end of the week, the sales rep feels confident that the buyer is ready to purchase, so he asks for the close
The buyer responds that he will be happy to place a large order for the chain as soon as the sales rep gives him an appropriately-sized gift. What should the sales rep most likely do? A) The sales rep should give the buyer the gift. B) The sales rep should tell the buyer that Americans are not allowed to give gifts in exchange for business. C) The sales rep should convince the buyer that he will give him the gift after the papers are signed, and then refuse to give a gift after the order has been paid. D) The sales rep should consult with his sales manager to determine if gift-giving is an ethical and acceptable practice within the confines of an international business situation. E) The sales rep should give the buyer the gift but make this contingent on a longer-term relationships involving repeat orders.
An assumptive close is most effective with:
A. service providers. B. long-term customers. C. consumer goods. D. new prospects. E. industrial products.