$4.$ Which response is best when you hear the customer reply, $$I$$d like to think it

over$?$ Why?

a$.$ Give all the benefits of using the product now.

b$.$ If there is a penalty for delaying, mention it now.

c$.$ If there is a special$-$price deal available, mention it now.

d$.$ None of the above is appropriate.

e$.$ Depending on the circumstances, the first three choices are appropriate.

$5.$ Cliff Jamison sells business forms and he$$s regarded as a top$-$notch salesperson.

He works hard, plans ahead, and exhibits self$-$confidence. One day, he made his

first presentation to a prospective new client, the California Steel Company.

$$Ladies and gentlemen,$$ said Jamison, $$our forms are of the highest qual$-$

ity, yet they are priced below our competitor$$s forms. I know that you are a large

user of business forms and that you use a wide variety. Whatever your need for

business forms, I assure you that we can supply them. Our forms are noted for

their durability. They can run through your machines at $60$ per minute and they$$ll

perform perfectly.$$

$$Perfectly$,$ Mr$.$ Jamison?$$ asked the California Steel executive. $$Didn$$t you

have some trouble at Ogden$$s last year?$$

$$Oh$,$ replied Jamison, $$that wasn$$t the fault of our forms. They had a stupid

operator who didn$$t follow instructions. I assure you that if our instructions are

followed precisely you will have no trouble.

$$Furthermore$,$ we keep a large inventory of our forms so that you need never

worry about delays. A phone call to our office is all that is necessary to ensure

prompt delivery of the needed forms to your plant. I hope, therefore, that I can

be favored with your order.$$

Did Jamison handle this situation correctly? Why?