Danish, a salesperson in a computer manufacturing company, has been trying to acquire a high-profile customer in the market. He has made a couple of sales calls to the prospective customer in the past. Now, in an attempt to close the sale, Danish 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 Danish use in this scenario?
A) The direct commitment technique
B) The boomerang technique
C) The balance sheet commitment technique
D) The summary commitment technique
E) The alternative choice technique

Question

Quizplus · Accepted Answer

Danish is using the summary commitment technique by summarizing all the major benefits that the prospect has confirmed over the previous sales calls, aiming to lead the prospect towards making a final decision to purchase.

Danish, a Salesperson in a Computer Manufacturing Company, Has Been