Question 4

Give relevant examples to show and justify how a salesperson from a glove producer uses FIVE (5) closing techniques to get a purchase order from a business prospect.

[Alternative choice close technique]

[Assumptive close technique]

[Compliment close technique]

[summary-of-benefits close technique]

[continuous-yes close technique]

[minor-points close technique]

[t-account or balance-sheet close technique]

[standing-room-only close technique]

[probability close technique]

[the negotiation close technique]

[technology close technique]

[Total: 25 marks]