Fundamentals of Selling 13th Edition by Charles Futrell

Exercise 13

Skaggs Omega, a large chain of supermarkets, has mailed you an inquiry on hardware items. They want to know about your hammers, screwdrivers, and nails. On arrival, you make a presentation to the purchasing agent, Linda Johnson. You state that you had visited several of their stores. You discuss your revolving retail display, which contains an assortment of the three items Johnson had mentioned in her inquiry, and relate the display's advantages and features to benefits for Skaggs.
During your presentation, Johnson has listened but has said little and has not given you any buying signals. However, it appears she is interested. She did not object to your price nor did she raise any other objections.
You approach the end of the presentation, and it is time to close. Actually, you have said everything you can think of.
Discuss the remaining alternatives from Question 1, ranking them from good to bad, and state what would happen if a salesperson responded in that manner.