Fundamentals of Selling 13th Edition by Charles Futrell

Exercise 24

"Now, let's review what we've talked about. We've agreed that the Mohawk's secondary backing and special latex glue make the carpet more durable and contribute to better appearance. In addition, you felt that our direct-to-customer delivery system would save a lot of money and time. Shall I send our wallsample display or would you be interested in stocking some 9 by 12s "
a. The salesperson's closing statement helps ensure customer acceptance by doing which of the following:
(1) Summarizing benefits that the customer agreed were important.
(2) Giving an alternative.
(3) Assuming that agreement has been reached.
b. The salesperson ends the closing statement by
(1) Asking if the customer has any other questions.
(2) Asking if the product will meet the customer's requirements.
(3) Requesting a commitment from the customer.