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product or service (you are closing a sale with your product or service and state what you
would say to complete the five steps). I want you to use the SRO Close as part of your
answer. Be sure to label each of the steps. (10 pts) Bonus (3 pts): .Prove to me that you remember one of the Video Clips from Purdue that we
showed in class. AEB 3341 Exam #3 White Form A – Fall 2007 – Page 7 of 12 2. Explain the difference between the following closing methods.
The Direct Close and the Assumption Close (2 pts) b) 3. The Special Deal Close and the Additional Selling Point Close (2 pts) The following questions relate to the article: “Closing’s a Bear:”
What mistake did the author say the sales representative made during her sales
call to him? (1 pt) b) What are the reasons the author says salespeople don’t come right out and ask for
the sale? (2 pts) c) List three of the direct closing examples the author listed. (3 pts) AEB 3341 Exam #3 White Form A – Fall 2007 – Page 8 of 12 4. The article: “Follow-Up after the Sale” the author states a follow-up letter should include
which four things? (4 pts) 5. The following questions are based on the video clip “Sales Negotiations Part 2:”
What is the main point made by Ron Hubsher? (2 pts) b) 6. Using your sales project product, list two things you can negotiate with you
customers in the spirit of the main point made in a? (4 pts) These questions relate to the artic...
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- Spring '04