Asked by Pradeep Patil on Jul 02, 2024
Verified
According to the text, if a compliment close is inappropriate a salesperson should use the ________ close instead.
A) alternative-choice
B) summary-of-benefits
C) standing-room-only
D) continuous-yes
E) assumptive
Compliment Close
A sales technique where the salesperson compliments the prospect to create a positive atmosphere and encourage a sale.
Summary-Of-Benefits
A concise outline highlighting the advantages or positive aspects of a product or service, intended to persuade potential buyers.
- Analyze the performance of utilizing summary-of-benefits and continuous-yes closes in sales.
Verified Answer
ZN
zabibu nafisa6 days ago
Final Answer :
B
Explanation :
The summary-of-benefits close is appropriate when a compliment close is deemed inappropriate because it focuses on summarizing the benefits of the product or service, rather than relying on personal flattery or compliments. This method helps reinforce the value proposition to the customer.
Learning Objectives
- Analyze the performance of utilizing summary-of-benefits and continuous-yes closes in sales.
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