The benefit summary method for obtaining commitment is best used in which of the following situations?
A)getting a reorder on latex gloves
B)purchase of a corporate jet that takes several meetings to hammer out all the details
C)a department store's order of Hamilton Beach blenders for a tropical sale
D)purchase of lobster to be served at a wedding feast
E)none of the above

Question

Quizplus · Accepted Answer

The benefit summary method is best used in complex, high-stakes sales situations that require multiple meetings to hammer out all the details. The purchase of a corporate jet falls under this category, while the other options are much simpler transactions that may not require this method.

The Benefit Summary Method for Obtaining Commitment Is Best Used