summarizes those agreed-to benefits before asking for a commitment. The benefit summary method A trial offer A scarcity-based close An assumptive close Question 32 (2 points) "What if I'm able to get you a 3-year wprranty included? Could you sign then?" is an example of an assumptive close an alternative choice closing technique a scarcity-based close Benefit-in-reverse close Which of the following will not affect the buyer's likelihood of being a future customer? The salesperson's professionalism The salesperson's ability to solve a problem or provide a benefit for the buyer with their product or service. The salesperson's ability to exceed expectations. The proximity of the salesperson's office to the customer. Question 34 (2 points) sales tactics will likely backfire and destroy any trust that may have developed up to that point. Digital Quantitative High-pressure Overly logical involves the salesperson's discounting the offer or improving the terms when the buyer rejects the first attempt to close. An assumptive close A scarcity-based close An alternative choice technique. A benefit-in-reserve close Question 36 ( 2 points) When the salesperson assumes without asking that a buying decision has been made, they are employing An assumptive close A scarcity-based close alternative choice technique. The benefit summary method When the salesperson allows the buyer to try the product or service for a limited time, often at no charge, they are making A scarcity-based close An assumptive close The benefit summary method a trial offer Question 38 (2 points) In complex sales environments, it is important to remember that the long-term success of a salesperson can hinge upon his or her ability to network and navigate within their territory within the buyer's organization their industry their competitor's offerings summarizes those agreed-to benefits before asking for a commitment. The benefit summary method A trial offer A scarcity-based close An assumptive close Question 32 (2 points) "What if I'm able to get you a 3-year wprranty included? Could you sign then?" is an example of an assumptive close an alternative choice closing technique a scarcity-based close Benefit-in-reverse close Which of the following will not affect the buyer's likelihood of being a future customer? The salesperson's professionalism The salesperson's ability to solve a problem or provide a benefit for the buyer with their product or service. The salesperson's ability to exceed expectations. The proximity of the salesperson's office to the customer. Question 34 (2 points) sales tactics will likely backfire and destroy any trust that may have developed up to that point. Digital Quantitative High-pressure Overly logical involves the salesperson's discounting the offer or improving the terms when the buyer rejects the first attempt to close. An assumptive close A scarcity-based close An alternative choice technique. A benefit-in-reserve close Question 36 ( 2 points) When the salesperson assumes without asking that a buying decision has been made, they are employing An assumptive close A scarcity-based close alternative choice technique. The benefit summary method When the salesperson allows the buyer to try the product or service for a limited time, often at no charge, they are making A scarcity-based close An assumptive close The benefit summary method a trial offer Question 38 (2 points) In complex sales environments, it is important to remember that the long-term success of a salesperson can hinge upon his or her ability to network and navigate within their territory within the buyer's organization their industry their competitor's offerings