Read Case 12.2 on pages 467-468.

• Answer Question 1.
• Explain your decision.
  • Why did you choose as you did?
  • Why did you not choose the other options?

CASE 12.2 Central Hardware Supply Sam Gillespie, owner of Central Hardware Supply, was referred to you by a mutual friend. Gillespie was thinking of dropping two of its product suppliers of home-building supplies. "The sale should be guaranteed," your friend had stated. Your friend's information was correct and your presentation to Gillespie convinces you that he will benefit from buying from you. He comments as you conclude the presentation: "Looks like your product will solve our problem. l'd like to think this over, however. Could you call me tomorrow or the next day?" Questions 1. The best way to handle this is to a. Follow his suggestion. b. Ignore his request and try a second close. c. Probe further. You might ask: "The fact that you have to think this over suggests that I haven't convinced you. Is there something I've omitted or failed to satisfy you with