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.

Questions:

1. Please write 2 specific closing sequences that could be used in this sales conversation. Please explain why you believe both sequences would be appropriate.

2. On a scale of 1 to 5 (1=poor and 5=excellent), please rank the following questions that could be asked during closing. Further, explain what you believe would be the buyer's response to each question close.

a. How do you like our products, Ms. Johnson?

b. What assortment do you prefer, the A or B assortment?

c. Can we go ahead with the order?

d. If you'll just OK this order form, Ms. Johnson, we'll have each of your stores receive a display within two weeks.

3. Now, prepare a multiple-close sequence that would be appropriate for this scenario. Write it down.