Obtaining Commitment


Assume you are interviewing for a sales position with a firm that you are really interested in. You have just spent 25 minutes with the sales manager talking about your needs, skills and attributes. Only a few minutes remain before the manager will begin interviewing the next candidate. You know that the next step for all “good” job candidates is a visit to the regional office and an interview with the regional manager. (The Company is Office Max ) You now need to obtain commitment. Write the answers to items I – IV. What is your goal? (i.e. what exactly will you attempt to get the manager to agree to do?        What method would you chose from the following list? Direct request method:           Benefit summary method:      Balance sheet method:            Probing method:         Alternative Choice Why did you make the selection above? Exactly what you would say to the sales manager.

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