During the sales presentation for the CNC heavy-duty router, the salesperson asks, "Do you prefer the 4-foot-by-4-foot or the 4-foot-by-8-foot table size router?" The prospect responds, "Before I make my decision, tell me more about the motor that's on this router." Later during the presentation, the salesperson says, "Do you want me to have the router delivered on Friday or Monday?" When the prospect says, "Monday," the salesperson knows he has closed the sale. Which method of closing does the salesperson try the first time?
A) Assumptive
B) Standing-room-only
C) Alternative-choice
D) Technology
E) Continuous-agreement

Question

Quizplus · Accepted Answer

The salesperson uses the alternative-choice closing technique by offering the prospect a choice between two options (the size of the router table), assuming that the prospect will buy one or the other.

During the Sales Presentation for the CNC Heavy-Duty Router, the Salesperson