As Rick attempted to obtain commitment from his prospect, he said, “You stated in your previous visit that you were looking for a product wi

As Rick attempted to obtain commitment from his prospect, he said, “You stated in your previous visit that you were looking for a product with a low cost as well as a long life. As I’ve mentioned in our previous presentations, our product has the lowest price in its class. And, according to industry reports, our product lasts 20 percent longer than our major competitors.” This is an example of the ________.

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  1. Answer:

    Benefit summary method

    Explanation:

    Benefit summary method can be defined as a sales strategy method in which the products benefits are summarized in an attractive and positive manner so that the prospective customer agrees with what you are saying and then make a request to purchase the product.

    Rick is carrying out the benefit summary method by telling prospective customers that products produced in his company has the lowest price in its category and that it lasts 20 percent longer than most of their major competitors product.

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  2. Answer:

    D) benefit summary method

    Explanation:

    Benefit summary method is a method of summarizing the benefits that the other person will receive, informing them the details of their gain during the investment or partnering period. It is done in order to eradicate ignorance of the other party.

    Rick is attempting to give his prospect a benefit summary by informing them that their products has the lowest price and that the products last about 20% longer compared to the product of their major competitors.

    Benefit summary is a technique of stating all benefits that accrue to an individual or business firm in patronising or partnering with each other.

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