January 1997
Journal of Personal Selling & Sales Management;Winter97, Vol. 17 Issue 1, p78
Academic Journal
This article focuses on the article "Are Your Reps Afraid to Close?," edited by Geoffrey Brewer, published in the journal Sales & Marketing Management. Though salespeople establish client rapport and masterfully present product information, they may fear asking the client for a commitment. Closing should be a natural conclusion of a sequential process beginning with customer need discovery, progressing through discussion of alternative solutions. Rather than hope for a favorable conclusion, salespeople must plan tactics to insure a trial close is initiated.


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