Selling 8th Edition by Stephen Castleberry,John Tanner

Exercise 11

One sales manager who worked for a refrigeration equipment company taught his salespeople the following close: Ask questions that allow you to fill out the contract. Assume the sale is made and hand the contract to the buyer, along with a pen. If the buyer doesn't immediately take the pen, drop it and make the buyer pick it up. Once the buyer has the pen in hand, he or she is more likely to sign the contract, so just wait silently until the buyer does.
a.?Would you label this seller as assertive or aggressive?
b.? Is this a trick (manipulative) or merely dramatization (persuasive)?
c.? How would you respond to this behavior if you were the buyer?