Question

Traditional closing techniques are ineffective or have a negative effect when:

a. The sale is large, involving high-value goods
b. The customer is sophisticated: for example, a professional buyer
c. There is a continuing post-sale relationship with the customer
d. All of the above

Answer 1

Answer:

The correct answer is letter "D": All of the above.

Explanation:

Traditional sales closings tend to take consumers through a path where the sales representative step by step engages consumers in purchasing until the payment method is selected and effectively processed. These operations are characterized for being fast and typically for a small number of items.

However, when sales are large for valuable objects, those closing methods might not work that well. Having different types of products to be bought gives clients more power and makes it difficult for clerks to keep order. The same happens when the consumer is sophisticated since that individual may have more information than the sales representative, usually because of experience interacting with the product.

Finally, when customers establish a long-lasting relationship with the company, the traditional closing strategies do not work as well either. Under this scenario, the clients have more time to check the goods purchased and make claims if any failure is found.