Shane Chadwick is a sales representative for the Metropolitan Commuter Rail Service, selling ad space inside commuter rail train cars and stations. He has presented and negotiated to a representative from a new church trying to attract members by advertising their philosophy and service times.
-When it is time for the church representative to sign the contract,Shane mentions that printing costs are not included in the price he quoted during the presentation. The church representative feels deliberately misled by Shane and finds that the printing costs put the ads over the church's budget. At what point should Shane have discussed the price breakdown?
A)during the close
B)during the pre-approach
C)while building rapport
D)during the presentation
E)while servicing the sale

Question

Quizplus · Accepted Answer

During the presentation is the best time to discuss the price breakdown. This allows the potential customer to make an informed decision and budget accordingly. Waiting until the close to mention additional costs can be seen as misleading and could damage the sales representative's credibility.

Shane Chadwick Is a Sales Representative for the Metropolitan Commuter