In industries that require competitive bidding, a I is usually a requirement for the buying process. Cost-benefit analysis Trial close Written proposal Comparative cost-benefit analysis Toward the end of the presentation, it is the salesperson's responsibility to gain the customer's to move forward in the sales process. Reaction Commitment Legal obligation Wish Question 18 (2 points) Listen to this page: Salespeople need to tind an effective way to transition from needs discovery and product configuration to the Presentation Persuasion Coercion Co-creation