Balance Sheet Close
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MONASH Marketing Dictionary
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Balance Sheet Close
a closing technique in which the salesperson assists an indecisive prospect to list on paper the "arguments for" and "arguments against" a particular product choice. Also known as the Benjamin Franklin Close. See
Close
.
2004 (c) Copyright & Reprint Courtesy of the Dept. of Marketing,
Faculty of Business and Economics
, Monash University; edited by Mr. Don Bradmore.
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