Robert,a pharmaceutical sales representative,is calling on the purchasing executive of a hospital for the first time.The assumptive closing technique is best suited for this sales call.

Question

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With the assumptive close, the salesperson assumes the prospect will buy because the customer and salesperson have done business together many times in the past. If Robert is making a first-time sales call, the assumptive closing technique would be inappropriate.

Robert,a Pharmaceutical Sales Representative,is Calling on the Purchasing Executive of a Hospital