Assertive salespeople control the sales interaction but often do not gain commitment because they prejudge the customer's needs and fail to probe for information.
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Q7: Typically,high-pressure closing is necessary when the salesperson
Q8: Salespeople should rely solely on trial orders.
Q9: Assertive salespeople attempt to create new needs
Q10: The most common type of discount is
Q11: The most straightforward,effective method of obtaining commitment
Q13: The process of obtaining commitment always occurs
Q14: Because most salespeople ask closing questions,the final
Q15: The Ben Franklin method of closing a
Q16: A trial order is no commitment.
Q17: Salespeople should never apologize for the price
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