TERMIUM Plus®

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TRIAL CLOSE [1 record]

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Alphabetical list of terms

Record 1 1985-08-14

English

Subject field(s)
  • Sales (Marketing)
DEF

An exercise used at the Xerox sales school to induce a potential client to select the type of machine he wants to buy and the time of its delivery, even before he has expressed a desire to buy it. This is meant to make him believe that the salesman thinks he has decided to buy, a situation intended to induce the client to state the conditions under which he will buy or, on the contrary, his reasons for rejecting any offer of purchase.

OBS

Definition based on information taken from the text for translation.

French

Domaine(s)
  • Vente
OBS

D'après «vente sous pression». La vente par incitation est une forme de vente sous pression mais le procédé est plus habile : personnellement sollicité, l'acheteur potentiel se doit de répondre et ne peut le faire que selon le contexte qui est le sien.

Spanish

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