Sandy, a salesperson in a computer manufacturing company, has been trying to acquire a high-profile...
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Sandy, a salesperson in a computer manufacturing company, has been trying to acquire a highprofile customer in the market. She has made a couple of sales calls to the prospective customer in the past. Now, in an attempt to close the sale, Rosa makes a final call to the prospect and outlines all the major benefits that the prospect has confirmed over the previous sales calls. Which of the following selling techniques does Sandy use in this scenario?
Direct commitment
O Boomerang
Balance sheet commitment
Summary commitment
Alternative choice
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