"I need to go over my findings with my manager," is an example of a objection. time source company need Question 24 (2 points) The is a response that uses the buyer's objection but with a different rationale that provides a reason for the prospect to buy. Direct denial Indirect denial boomerang method The compensation method When the salesperson provides examples of other people with similar objections, who changed their mind after using the product or service, this is called Direct denial Indirect denial Feel-Felt-Found The compensation method Question 26 (2 points) Questions to check the buyer's attitude or readiness are called Trial closes direct requests indirect requests trial offers is the act of asking for a commitment in very straightforward and plain term leaving no room for ambiguity about what the salesperson is asking the buyer to A trial probe A direct request An indirect request A trial offer Question 30 (2 points) The involves the salesperson asking the buyer to choose from a set of options. A scarcity-based close An assumptive close alternative choice technique. The benefit summary method Which of the following is not an important detail to confirm once a close is accepted? When the product will be delivered When the salesperson's commission will be paid What signatures are required When payment should be received Question 28 ( 2 points) "We only have three of these items left. If you don't act today, I doubt I'll have one for you tomorrow" is an example of an assumptive close an alternative choice closing technique a scarcity-based close Benefit-in-reverse close