Shane Chadwick Is a Sales Representative for the Metropolitan Commuter

Multiple Choice

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.
-Despite the discount Shane offers,the church representative walks away from the deal. What can Shane most likely learn from this experience?

A) Show less confidence at closing.
B) Engage in longer selling cycles.
C) Focus on individual buying motives.
D) Strive for incremental commitment.
E) Avoid surprises at the close.