Deck 13: Closing Begins the Relationship

Question 1

The real estate salesperson is showing property to a couple who look at the house and say, "Gee, this is great. They've taken good care of this place and the rugs and drapes are perfect. Do you think they'd be willing to leave the rugs and drapes " What should the salesperson do or say Why

Answer 1

The salesperson should answer a question with a question such as "would you buy if they leave the rugs and drapes " If you teach selling and have read this far, let me know. I'd like to buy you a Coke.

Question 2

Steve Santana works for a pharmaceutical manufacturer. Steve's company is pressuring his division to increase sales. Presently Steve is working on closing a big deal with the Danson HMO. This sale would be huge for the company. The sale would allow Steve to reach not only his sales goals but also his entire sales division's sales quota.
Rob, the divisional sales manager and Steve's boss, is understandably anxious about making the sale to Claire Manford, Danson's purchasing agent. In their conversation about Claire, Rob suggests that Steve could go around Claire and talk with Danson's chief medical adviser. This might help close the sale. Steve is against this suggestion. Rob then suggests they place Claire on their consulting board, which pays a nice fee to board members. Rob feels this would help close the deal. However, Steve is against this idea.
After meeting with Rob, Steve calls on Claire at her business. During their visit, Claire mentions her son is learning disabled and she is the new fund-raising chairperson for an information and referral center for people with learning disabilities. Her fund-raising group will need $100,000 just to get the center started. As Steve is getting ready to leave, Claire also says that she likes Steve's proposal but his prices seem a little too high.
That afternoon Steve visits with Rob about his sales call on Danson and the conversation with Claire. When Rob hears about her interest in the learning disabilities center he immediately suggests that their company make a $10,000 donation. Rob feels this would greatly increase the probability of making the sale. Again, Steve is reluctant and thinks this is bad business. However, Steve can see Rob is very nervous. At the end of their meeting Rob says, "Steve, I rarely let someone in your position handle such a big sale. But I am going to leave this up to you. It is your responsibility."
What would you do if you were Rob

Answer 2

If one were R# one would have gone over SS's head and:
1) Gone to the D*'s chief medical advisor and alluded that he could influence the purchase in the firm's favor.
2) Contacted GM directly and offered her a position on their advisory board.
3) Made a $10,000 donation to the charity of which GM was the chairperson.
While doing the acts mentioned above in nos (2) and (3) R# would make sure that GM knew where the position and the donation was coming from.

Question 3

Assume you are interviewing for a sales job and there are only five minutes remaining. You are interested in the job and know if the company is interested, they will invite you for a visit to their local distribution center and have you work with one of their salespeople for a day. What are several closing techniques you could use to ask for the visit
Your presentation must use several SELL Sequences and should contain a minimum of one proof statement; two similes, metaphors, or analogies; and a demonstration of important benefits. The marketing plan also must incorporate one or more SELL Sequences that tie the marketing plan back to the information uncovered in the approach and the first SELL Sequence.
The business proposition is last and contains the appropriate discussion on price and value. Relate the business proposition to the information uncovered earlier in the presentation. Develop visuals for presenting your benefits, marketing plan, and business proposition. Anywhere within the presentation prior to the close, use a minimum of one objection and answer one of the buyer's questions with a question.
Now, ask for the order using a summary-of-benefits close that includes a suggested order if appropriate for your product or service. Use a minimum of three closes. This requires you to develop a multiple-close sequence since the buyer has raised an objection or asked for more information after each close. Use three different closes, the first being the summary-of-benefits close. Also, use different methods of handling objections. In the presentation, be sure to (1) have a professional appearance; (2) firmly shake hands and use direct eye contact before and after the presentation; (3) project positive nonverbal signs; and (4) use a natural level of enthusiasm and excitement in conversation.

Answer 3

Not Answer

Question 4

Steve Santana works for a pharmaceutical manufacturer. Steve's company is pressuring his division to increase sales. Presently Steve is working on closing a big deal with the Danson HMO. This sale would be huge for the company. The sale would allow Steve to reach not only his sales goals but also his entire sales division's sales quota.
Rob, the divisional sales manager and Steve's boss, is understandably anxious about making the sale to Claire Manford, Danson's purchasing agent. In their conversation about Claire, Rob suggests that Steve could go around Claire and talk with Danson's chief medical adviser. This might help close the sale. Steve is against this suggestion. Rob then suggests they place Claire on their consulting board, which pays a nice fee to board members. Rob feels this would help close the deal. However, Steve is against this idea.
After meeting with Rob, Steve calls on Claire at her business. During their visit, Claire mentions her son is learning disabled and she is the new fund-raising chairperson for an information and referral center for people with learning disabilities. Her fund-raising group will need $100,000 just to get the center started. As Steve is getting ready to leave, Claire also says that she likes Steve's proposal but his prices seem a little too high.
That afternoon Steve visits with Rob about his sales call on Danson and the conversation with Claire. When Rob hears about her interest in the learning disabilities center he immediately suggests that their company make a $10,000 donation. Rob feels this would greatly increase the probability of making the sale. Again, Steve is reluctant and thinks this is bad business. However, Steve can see Rob is very nervous. At the end of their meeting Rob says, "Steve, I rarely let someone in your position handle such a big sale. But I am going to leave this up to you. It is your responsibility."
What would you do if you were Steve

Question 5

You have been seated in the president's office of a large bank in your town for an appointment you had worked six months to obtain. The president begins your meeting by saying that he is in the market for more insurance and that he had spoken with one of your competitors earlier in the day.
After your presentation and proposal, you begin to close, and he tells you that he is convinced and you get the sale. But, there is one condition. He will only accept a policy with preferred nonsmoker rates. A dirty ashtray is on his desk, and he is obviously at least 25 pounds overweight. You know it is impossible to obtain preferred nonsmoker rates for him if you complete the application truthfully. You also know your company relies on your information when it underwrites the policy.
Purposely submitting false information on an application is grounds for agent termination. If the client dies during the policy's two-year contestable period, death benefits are reduced to the amount of premiums paid if the application had been submitted falsely.
However, if he dies you can say that he told you he did not smoke. He also has to take a physical, so you can blame it on the doctor. This is a big sale, with high commissions. You know he will buy and that you can get away with falsifying the application. If you do not do it, someone else will.
What would be the most ethical action to take
Go ahead with the preferred nonsmoker application, falsifying information where you need to. Chances are that no one will find out and you can get the commission.

Question 6

Visit several retail stores or manufacturing plants in your local area and ask their purchasing agents what they like and do not like about the closing when they are contacted by salespeople. See if they have already decided to buy or not to buy before the salesperson closes. Ask how a salesperson should ask for their business.
Your presentation must use several SELL Sequences and should contain a minimum of one proof statement; two similes, metaphors, or analogies; and a demonstration of important benefits. The marketing plan also must incorporate one or more SELL Sequences that tie the marketing plan back to the information uncovered in the approach and the first SELL Sequence.
The business proposition is last and contains the appropriate discussion on price and value. Relate the business proposition to the information uncovered earlier in the presentation. Develop visuals for presenting your benefits, marketing plan, and business proposition. Anywhere within the presentation prior to the close, use a minimum of one objection and answer one of the buyer's questions with a question.
Now, ask for the order using a summary-of-benefits close that includes a suggested order if appropriate for your product or service. Use a minimum of three closes. This requires you to develop a multiple-close sequence since the buyer has raised an objection or asked for more information after each close. Use three different closes, the first being the summary-of-benefits close. Also, use different methods of handling objections. In the presentation, be sure to (1) have a professional appearance; (2) firmly shake hands and use direct eye contact before and after the presentation; (3) project positive nonverbal signs; and (4) use a natural level of enthusiasm and excitement in conversation.

Question 7

You have been seated in the president's office of a large bank in your town for an appointment you had worked six months to obtain. The president begins your meeting by saying that he is in the market for more insurance and that he had spoken with one of your competitors earlier in the day.
After your presentation and proposal, you begin to close, and he tells you that he is convinced and you get the sale. But, there is one condition. He will only accept a policy with preferred nonsmoker rates. A dirty ashtray is on his desk, and he is obviously at least 25 pounds overweight. You know it is impossible to obtain preferred nonsmoker rates for him if you complete the application truthfully. You also know your company relies on your information when it underwrites the policy.
Purposely submitting false information on an application is grounds for agent termination. If the client dies during the policy's two-year contestable period, death benefits are reduced to the amount of premiums paid if the application had been submitted falsely.
However, if he dies you can say that he told you he did not smoke. He also has to take a physical, so you can blame it on the doctor. This is a big sale, with high commissions. You know he will buy and that you can get away with falsifying the application. If you do not do it, someone else will.
What would be the most ethical action to take
Tell the customer that you cannot submit the preferred nonsmoker application. You might lose the sale, but at least you did not compromise your job or your values.

Question 8

You have been seated in the president's office of a large bank in your town for an appointment you had worked six months to obtain. The president begins your meeting by saying that he is in the market for more insurance and that he had spoken with one of your competitors earlier in the day.
After your presentation and proposal, you begin to close, and he tells you that he is convinced and you get the sale. But, there is one condition. He will only accept a policy with preferred nonsmoker rates. A dirty ashtray is on his desk, and he is obviously at least 25 pounds overweight. You know it is impossible to obtain preferred nonsmoker rates for him if you complete the application truthfully. You also know your company relies on your information when it underwrites the policy.
Purposely submitting false information on an application is grounds for agent termination. If the client dies during the policy's two-year contestable period, death benefits are reduced to the amount of premiums paid if the application had been submitted falsely.
However, if he dies you can say that he told you he did not smoke. He also has to take a physical, so you can blame it on the doctor. This is a big sale, with high commissions. You know he will buy and that you can get away with falsifying the application. If you do not do it, someone else will.
What would be the most ethical action to take
Tell the customer that you will fill out the preferred nonsmoker application if he agrees to try to quit smoking. However, let him know that if the doctor disagrees with your application type, you will have to go with the doctor's recommendation.

Question 9

Develop a complete sales presentation that can be given in eight minutes. Include the buyer-seller dialogue. Make sure the appropriate components in Exhibit A are contained in the presentation. Use one of the three approaches shown in Exhibit A depending on your situation. For example, use the SPIN approach if this is the first time you have called this prospect. Use the SPIN or summary-of-benefits approach if this is a repeat sales call on a prospect or customer.
Your presentation must use several SELL Sequences and should contain a minimum of one proof statement; two similes, metaphors, or analogies; and a demonstration of important benefits. The marketing plan also must incorporate one or more SELL Sequences that tie the marketing plan back to the information uncovered in the approach and the first SELL Sequence.
The business proposition is last and contains the appropriate discussion on price and value. Relate the business proposition to the information uncovered earlier in the presentation. Develop visuals for presenting your benefits, marketing plan, and business proposition. Anywhere within the presentation prior to the close, use a minimum of one objection and answer one of the buyer's questions with a question.
Now, ask for the order using a summary-of-benefits close that includes a suggested order if appropriate for your product or service. Use a minimum of three closes. This requires you to develop a multiple-close sequence since the buyer has raised an objection or asked for more information after each close. Use three different closes, the first being the summary-of-benefits close. Also, use different methods of handling objections. In the presentation, be sure to (1) have a professional appearance; (2) firmly shake hands and use direct eye contact before and after the presentation; (3) project positive nonverbal signs; and (4) use a natural level of enthusiasm and excitement in conversation.

Question 10

Now it's time to ask for the order! Frequently, questions and objections arise when you ask someone to buy. Thus, you should anticipate questions and/or objections and be prepared to use several different closing and objections-handling techniques. To make SALE 7
SALE 7 of 7 Chapter 13

Question 11

Skaggs Omega, a large chain of supermarkets, has mailed you an inquiry on hardware items. They want to know about your hammers, screwdrivers, and nails. On arrival, you make a presentation to the purchasing agent, Linda Johnson. You state that you had visited several of their stores. You discuss your revolving retail display, which contains an assortment of the three items Johnson had mentioned in her inquiry, and relate the display's advantages and features to benefits for Skaggs.
During your presentation, Johnson has listened but has said little and has not given you any buying signals. However, it appears she is interested. She did not object to your price nor did she raise any other objections.
You approach the end of the presentation, and it is time to close. Actually, you have said everything you can think of.
What is the best way to ask Johnson for the order
a. How do you like our products, Ms. Johnson
b. What assortment do you prefer, the A or B assortment
c. Can we go ahead with the order
d. If you'll just OK this order form, Ms. Johnson, we'll have each of your stores receive a display within two weeks.

Question 12

A salesperson must use a closing technique that is simple and straightforward, and ask the prospect only to buy rather than something in addition to buying. In which of the following examples, if any, is the salesperson suggesting something to the buyer that is a close, rather than something the buyer must do in addition to buying

A) If you have no objection, I'll go out to the warehouse now to see about reserving space for this new item.
B) To get this promotion off right, we should notify each of your store managers. I've already prepared a bulletin for them. Should I arrange to have a copy sent to each manager, or do you want to do it
C) To start this promotion, we should notify each of your store managers. I've already prepared a bulletin for them. On my way out, I can drop it off with the secretary.
D) We should contact the warehouse manager about reserving a space for this new item. Do you want to do it now or after I've left

Question 13

Skaggs Omega, a large chain of supermarkets, has mailed you an inquiry on hardware items. They want to know about your hammers, screwdrivers, and nails. On arrival, you make a presentation to the purchasing agent, Linda Johnson. You state that you had visited several of their stores. You discuss your revolving retail display, which contains an assortment of the three items Johnson had mentioned in her inquiry, and relate the display's advantages and features to benefits for Skaggs.
During your presentation, Johnson has listened but has said little and has not given you any buying signals. However, it appears she is interested. She did not object to your price nor did she raise any other objections.
You approach the end of the presentation, and it is time to close. Actually, you have said everything you can think of.
Discuss the remaining alternatives from Question 1, ranking them from good to bad, and state what would happen if a salesperson responded in that manner.

Question 14

Buying signals have numerous forms. When you receive a buying signal, stop the presentation and move in to close the sale. For each of the following seven situations, choose the appropriate response to your prospect's buying signal that leads most directly to a close.

A) "Can I get it in blue " Your best answer is:
(1) Yes.
(2) Do you want it in blue
(3) It comes in three colors, including blue.
B) "What's your price " Your best answer is:
(1) In what quantity
(2) To quote a specific price.
(3) In which grade
C) "What kind of terms do you offer " Your best answer is:
(1) To provide specific terms.
(2) Terms would have to be arranged.
(3) What kind of terms do you want
D) "How big an order do I have to place to get your best price " Your best answer is:
(1) A schedule of quantity prices.
(2) A specific-size order.
(3) What size order do you want to place
E) "When will you have a new model " Your best answer is:
(1) A specific date.
(2) Do you want our newest model
(3) This is our newest model.
F) "What is the smallest trial order I can place with you " Your best answer is:
(1) A specific quantity.
(2) How small an order do you want
(3) A variety of order sizes.
G) "When can you deliver " Your best answer is:
(1) That depends on the size of your order. What order size do you have in mind
(2) A specific delivery date.
(3) When do you want delivery

Question 15

Sam Gillespie, owner of Central Hardware Supply, was referred to you by a mutual friend. Gillespie was thinking of dropping two of its product suppliers of homebuilding supplies. "The sale should be guaranteed," your friend had stated.
Your friend's information was correct and your presentation to Gillespie convinces you that he will benefit from buying from you. He comments as you conclude the presentation: "Looks like your product will solve our problem. I'd like to think this over, however. Could you call me tomorrow or the next day "
The best way to handle this is to

A) Follow his suggestion.
B) Ignore his request and try a second close.
C) Probe further. You might ask: "The fact that you have to think this over suggests that I haven't convinced you. Is there something I've omitted or failed to satisfy you with "

Question 16

Which of the following is the most frequently committed sin in closing Why

A) Asking for the order too early.
B) Not structuring the presentation toward a closing.
C) Not asking for the order.

Question 17

Sam Gillespie, owner of Central Hardware Supply, was referred to you by a mutual friend. Gillespie was thinking of dropping two of its product suppliers of homebuilding supplies. "The sale should be guaranteed," your friend had stated.
Your friend's information was correct and your presentation to Gillespie convinces you that he will benefit from buying from you. He comments as you conclude the presentation: "Looks like your product will solve our problem. I'd like to think this over, however. Could you call me tomorrow or the next day "
What would be your second and third choices Why

Question 18

Is a good closing technique to ask the customer outright (but at the right time), "Well, how about it May I have the factory ship you a carload " Why do you agree or disagree

Question 19

Chris Henry sells industrial valves and flanges, plus tapes and sealants. He is calling on Gary Maslow, a buyer from Shell Oil, to sell him on using Furmanite to seal all of his plant s valve and flange leaks. Chris has completed the discussion of the product s features, advantages, and benefits, plus the marketing plan and the business proposition. Chris feels it is time to close. Chris says:
Salesperson: Let me summarize what we have talked about. You have said that you like the money you will save by doing the repairs. You also like our response time in saving the flanges so that they can be rebuilt when needed. Finally, you like our three-year warranty on service. Is that right
Buyer: Yes, that is about it.
Salesperson: Gary, I suggest we get a crew in here and start repairing the leaks. What time do you want the crew here Monday
Buyer: Not so fast how reliable is the compound
Salesperson: Gary, it s very reliable. I did the same service for Mobil last year and we have not been back for warranty work. Does that sound reliable to you
Buyer: Yeah, I guess so.
Salesperson: I know you always make experienced, professional decisions, and I know that you think this is a sound and profitable service for your plant. Let me schedule a crew to be here next week or maybe in two weeks.
Buyer: Chris, I am still hesitant.
Salesperson: There must be a reason as to why you are hesitating to go ahead now. Do you mind if I ask what it is
Buyer: I just don t know if it is a sound decision.
Salesperson: Is that the only thing bothering you
Buyer: Yes, it is.
Salesperson: Just suppose you could convince yourself that it s a good decision. Would you then want to go ahead with the service
Buyer: Yes, I would.
Salesperson: Gary, let me tell you what we have agreed on so far. You like our online repair because of the cost you would save, you like our response time and the savings you would receive from the timely repair of the leaks, and you like our highly trained personnel and our warranty. Right
Buyer: Yes, that s true.
Salesperson: When would you like to have the work done
Buyer: Chris, the proposition looks good, but I don t have the funds this month. Maybe we can do it next month.
Salesperson: No problem at all, Gary; I appreciate your time, and I will return on the fifth of next month to set a time for a crew to start.
Label each of the selling techniques Chris used.

Question 20

After completing a presentation that has included all of your product's features, advantages, and benefits, do not delay in asking the customer, "How much of the product do you wish to order " Is this statement true or false Why

Question 21

Chris Henry sells industrial valves and flanges, plus tapes and sealants. He is calling on Gary Maslow, a buyer from Shell Oil, to sell him on using Furmanite to seal all of his plant s valve and flange leaks. Chris has completed the discussion of the product s features, advantages, and benefits, plus the marketing plan and the business proposition. Chris feels it is time to close. Chris says:
Salesperson: Let me summarize what we have talked about. You have said that you like the money you will save by doing the repairs. You also like our response time in saving the flanges so that they can be rebuilt when needed. Finally, you like our three-year warranty on service. Is that right
Buyer: Yes, that is about it.
Salesperson: Gary, I suggest we get a crew in here and start repairing the leaks. What time do you want the crew here Monday
Buyer: Not so fast how reliable is the compound
Salesperson: Gary, it s very reliable. I did the same service for Mobil last year and we have not been back for warranty work. Does that sound reliable to you
Buyer: Yeah, I guess so.
Salesperson: I know you always make experienced, professional decisions, and I know that you think this is a sound and profitable service for your plant. Let me schedule a crew to be here next week or maybe in two weeks.
Buyer: Chris, I am still hesitant.
Salesperson: There must be a reason as to why you are hesitating to go ahead now. Do you mind if I ask what it is
Buyer: I just don t know if it is a sound decision.
Salesperson: Is that the only thing bothering you
Buyer: Yes, it is.
Salesperson: Just suppose you could convince yourself that it s a good decision. Would you then want to go ahead with the service
Buyer: Yes, I would.
Salesperson: Gary, let me tell you what we have agreed on so far. You like our online repair because of the cost you would save, you like our response time and the savings you would receive from the timely repair of the leaks, and you like our highly trained personnel and our warranty. Right
Buyer: Yes, that s true.
Salesperson: When would you like to have the work done
Buyer: Chris, the proposition looks good, but I don t have the funds this month. Maybe we can do it next month.
Salesperson: No problem at all, Gary; I appreciate your time, and I will return on the fifth of next month to set a time for a crew to start.
What were the strengths and weaknesses of this multiple-closing sequence

Question 22

Each visual aid you use during your presentation is designed to allow the customer to say yes to your main selling points. What should your visual aids include that allows you to gauge customer interest and help move to the close What are several examples

Question 23

Chris Henry sells industrial valves and flanges, plus tapes and sealants. He is calling on Gary Maslow, a buyer from Shell Oil, to sell him on using Furmanite to seal all of his plant s valve and flange leaks. Chris has completed the discussion of the product s features, advantages, and benefits, plus the marketing plan and the business proposition. Chris feels it is time to close. Chris says:
Salesperson: Let me summarize what we have talked about. You have said that you like the money you will save by doing the repairs. You also like our response time in saving the flanges so that they can be rebuilt when needed. Finally, you like our three-year warranty on service. Is that right
Buyer: Yes, that is about it.
Salesperson: Gary, I suggest we get a crew in here and start repairing the leaks. What time do you want the crew here Monday
Buyer: Not so fast how reliable is the compound
Salesperson: Gary, it s very reliable. I did the same service for Mobil last year and we have not been back for warranty work. Does that sound reliable to you
Buyer: Yeah, I guess so.
Salesperson: I know you always make experienced, professional decisions, and I know that you think this is a sound and profitable service for your plant. Let me schedule a crew to be here next week or maybe in two weeks.
Buyer: Chris, I am still hesitant.
Salesperson: There must be a reason as to why you are hesitating to go ahead now. Do you mind if I ask what it is
Buyer: I just don t know if it is a sound decision.
Salesperson: Is that the only thing bothering you
Buyer: Yes, it is.
Salesperson: Just suppose you could convince yourself that it s a good decision. Would you then want to go ahead with the service
Buyer: Yes, I would.
Salesperson: Gary, let me tell you what we have agreed on so far. You like our online repair because of the cost you would save, you like our response time and the savings you would receive from the timely repair of the leaks, and you like our highly trained personnel and our warranty. Right
Buyer: Yes, that s true.
Salesperson: When would you like to have the work done
Buyer: Chris, the proposition looks good, but I don t have the funds this month. Maybe we can do it next month.
Salesperson: No problem at all, Gary; I appreciate your time, and I will return on the fifth of next month to set a time for a crew to start.
Should Chris have closed again Why

Question 24

"Now, let's review what we've talked about. We've agreed that the Mohawk's secondary backing and special latex glue make the carpet more durable and contribute to better appearance. In addition, you felt that our direct-to-customer delivery system would save a lot of money and time. Shall I send our wallsample display or would you be interested in stocking some 9 by 12s "
a. The salesperson's closing statement helps ensure customer acceptance by doing which of the following:
(1) Summarizing benefits that the customer agreed were important.
(2) Giving an alternative.
(3) Assuming that agreement has been reached.
b. The salesperson ends the closing statement by
(1) Asking if the customer has any other questions.
(2) Asking if the product will meet the customer's requirements.
(3) Requesting a commitment from the customer.

Question 25

Chris Henry sells industrial valves and flanges, plus tapes and sealants. He is calling on Gary Maslow, a buyer from Shell Oil, to sell him on using Furmanite to seal all of his plant s valve and flange leaks. Chris has completed the discussion of the product s features, advantages, and benefits, plus the marketing plan and the business proposition. Chris feels it is time to close. Chris says:
Salesperson: Let me summarize what we have talked about. You have said that you like the money you will save by doing the repairs. You also like our response time in saving the flanges so that they can be rebuilt when needed. Finally, you like our three-year warranty on service. Is that right
Buyer: Yes, that is about it.
Salesperson: Gary, I suggest we get a crew in here and start repairing the leaks. What time do you want the crew here Monday
Buyer: Not so fast how reliable is the compound
Salesperson: Gary, it s very reliable. I did the same service for Mobil last year and we have not been back for warranty work. Does that sound reliable to you
Buyer: Yeah, I guess so.
Salesperson: I know you always make experienced, professional decisions, and I know that you think this is a sound and profitable service for your plant. Let me schedule a crew to be here next week or maybe in two weeks.
Buyer: Chris, I am still hesitant.
Salesperson: There must be a reason as to why you are hesitating to go ahead now. Do you mind if I ask what it is
Buyer: I just don t know if it is a sound decision.
Salesperson: Is that the only thing bothering you
Buyer: Yes, it is.
Salesperson: Just suppose you could convince yourself that it s a good decision. Would you then want to go ahead with the service
Buyer: Yes, I would.
Salesperson: Gary, let me tell you what we have agreed on so far. You like our online repair because of the cost you would save, you like our response time and the savings you would receive from the timely repair of the leaks, and you like our highly trained personnel and our warranty. Right
Buyer: Yes, that s true.
Salesperson: When would you like to have the work done
Buyer: Chris, the proposition looks good, but I don t have the funds this month. Maybe we can do it next month.
Salesperson: No problem at all, Gary; I appreciate your time, and I will return on the fifth of next month to set a time for a crew to start.
Assume Chris felt he could make one more close. What could he do

Question 26

"Assuming agreement has been reached" reflects the kind of attitude you should project when making a closing statement. When you make a close, nothing you say should reflect doubt, hesitation, or uncertainty. Which of the following salesperson's remarks assume agreement
a. If you feel that Munson is really what you want.
b. Let me leave you two today and deliver the rest next week.
c. Well, if you purchase.
d. Well, it looks as if maybe.
e. We've agreed that.
f. When you purchase the X-7100.
g. Why don't you try a couple, if you like.

Question 27

Steve Santana works for a pharmaceutical manufacturer. Steve's company is pressuring his division to increase sales. Presently Steve is working on closing a big deal with the Danson HMO. This sale would be huge for the company. The sale would allow Steve to reach not only his sales goals but also his entire sales division's sales quota.
Rob, the divisional sales manager and Steve's boss, is understandably anxious about making the sale to Claire Manford, Danson's purchasing agent. In their conversation about Claire, Rob suggests that Steve could go around Claire and talk with Danson's chief medical adviser. This might help close the sale. Steve is against this suggestion. Rob then suggests they place Claire on their consulting board, which pays a nice fee to board members. Rob feels this would help close the deal. However, Steve is against this idea.
After meeting with Rob, Steve calls on Claire at her business. During their visit, Claire mentions her son is learning disabled and she is the new fund-raising chairperson for an information and referral center for people with learning disabilities. Her fund-raising group will need $100,000 just to get the center started. As Steve is getting ready to leave, Claire also says that she likes Steve's proposal but his prices seem a little too high.
That afternoon Steve visits with Rob about his sales call on Danson and the conversation with Claire. When Rob hears about her interest in the learning disabilities center he immediately suggests that their company make a $10,000 donation. Rob feels this would greatly increase the probability of making the sale. Again, Steve is reluctant and thinks this is bad business. However, Steve can see Rob is very nervous. At the end of their meeting Rob says, "Steve, I rarely let someone in your position handle such a big sale. But I am going to leave this up to you. It is your responsibility."
What are the ethical considerations, if any, in this case

Question 28

A good rule is, "Get the order and get out." Do you agree Why

Question 29

Steve Santana works for a pharmaceutical manufacturer. Steve's company is pressuring his division to increase sales. Presently Steve is working on closing a big deal with the Danson HMO. This sale would be huge for the company. The sale would allow Steve to reach not only his sales goals but also his entire sales division's sales quota.
Rob, the divisional sales manager and Steve's boss, is understandably anxious about making the sale to Claire Manford, Danson's purchasing agent. In their conversation about Claire, Rob suggests that Steve could go around Claire and talk with Danson's chief medical adviser. This might help close the sale. Steve is against this suggestion. Rob then suggests they place Claire on their consulting board, which pays a nice fee to board members. Rob feels this would help close the deal. However, Steve is against this idea.
After meeting with Rob, Steve calls on Claire at her business. During their visit, Claire mentions her son is learning disabled and she is the new fund-raising chairperson for an information and referral center for people with learning disabilities. Her fund-raising group will need $100,000 just to get the center started. As Steve is getting ready to leave, Claire also says that she likes Steve's proposal but his prices seem a little too high.
That afternoon Steve visits with Rob about his sales call on Danson and the conversation with Claire. When Rob hears about her interest in the learning disabilities center he immediately suggests that their company make a $10,000 donation. Rob feels this would greatly increase the probability of making the sale. Again, Steve is reluctant and thinks this is bad business. However, Steve can see Rob is very nervous. At the end of their meeting Rob says, "Steve, I rarely let someone in your position handle such a big sale. But I am going to leave this up to you. It is your responsibility."
At what level of moral development are Rob and Steve operating in this business situation Explain your answers.