Angelo Is Trying to Sell Hand Tools to a Prospect

question 35

Multiple Choice

Angelo is trying to sell hand tools to a prospect who is not only a self-styled do-it-yourself expert,but who is also in a bad mood today.What closing technique would you suggest be used in this scenario?

• A) summary-of-benefits
• B) alternative-choice
• C) minor-points
• D) compliment
• E) standing-room-only

---

Definitions:

Role-Sets

Concept in sociology referring to the array of roles and behaviors expected of an individual in a particular social position.

The Grapevine

An informal, unofficial, and personal communication network found within or across organizations, which is faster and more versatile than formal channels.

Informal Channel

A method of communication that occurs outside official or formal organizational structures, often relying on personal networks or social media.

Communication

The process of exchanging information, thoughts, messages, or speeches, either verbally or non-verbally, between two or more parties.