Asked by Belinda Riojas on Jun 16, 2024
Verified
In which closing approach does the salesperson act as if the buyer has already decided to purchase?
A) alternative close
B) assumptive close
C) summary close
D) commitment close
E) concrete close
Assumptive Close
A sales technique where the seller assumes that the customer has already decided to buy and wraps up the sale.
Alternative Close
A sales technique where the salesperson presents the prospect with two final options, making it easier to make a purchase decision.
Summary Close
A sales technique where the key points or benefits of a product are summarized to encourage a purchase decision.
- Acquire knowledge of various methods for concluding and their correct applications.
Verified Answer
NS
nikunj singlaJun 16, 2024
Final Answer :
B
Explanation :
The assumptive close is a technique where the salesperson assumes that the buyer has already decided to make the purchase, and moves forward with statements or actions that presume the sale has been agreed upon. This can involve discussing next steps, such as delivery or payment options, as if the decision to buy has already been made.
Learning Objectives
- Acquire knowledge of various methods for concluding and their correct applications.