As Rick attempted to obtain commitment from his prospect,he said,"You stated in your previous visit that you were looking for a product with a low cost as well as a long life.As I've mentioned in our previous presentations,our product has the lowest price in its class.And,according to industry reports,our product lasts 20 percent longer than our major competitors." This is an example of the:
A) balance sheet method.
B) direct request method.
C) assumptive close method.
D) benefit summary method.
E) alternative choice method.

Question

Quizplus · Accepted Answer

This is an example of the benefit summary method, where the salesperson reiterates the benefits of the product to the prospect. In this case, Rick is highlighting the low cost and long life of the product, based on the prospect's previous statements and industry reports.

As Rick Attempted to Obtain Commitment from His Prospect,he Said,"You