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Ch. 14 Application Exercise

You are an accountant who owns and operates an accounting service. You have been contacted by the president of an advertising agency about the possibility of your auditing his business on a regular basis. The president has indicated that he has investigated other accounting firms and thinks they price their services too high. With the knowledge you have about the other firms, you know you are in a strong competitive position. Also, you realize his account would be profitable for your firm. You really would like to capture this account. How will you close the deal? List and describe two closing methods you might use in this situation.

Note: You can find a glossary of closing strategies on the sales project resources page in addition to chapter 14 of the textbook. You may choose any of these strategies.