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Furmanite Service Company—A Multiple-Close Sequence

Furmanite Service Company—A Multiple-Close Sequence
Chris Henry sells industrial valves and flanges, plus tapes and sealants. He is calling on Gary Maslow, a buyer from Shell Oil, to sell him on using Furmanite to seal all of his plant’s valve and flange leaks. Chris has completed the discussion of the product’s features, advantages, and benefits, plus the marketing plan and the business proposition. Chris feels it is time to close. Chris says:
Salesperson:Let me summarize what we have talked about. You have said that you like the money you will save by doing the repairs. You also like our response time in saving the flanges so that they can be rebuilt when needed. Finally, you like our three-year warranty on service. Is that  
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Furmanite Service Company—A Multiple-Close Sequence


Furmanite Service Company—A Multiple-Close Sequence
Chris Henry sells industrial valves and flanges, plus tapes and sealants. He is calling on Gary Maslow, a buyer from Shell Oil, to sell him on using Furmanite to seal all of his plant’s valve and flange leaks. Chris has completed the discussion of the product’s features, advantages, and benefits, plus the marketing plan and the business proposition. Chris feels it is time to close. Chris says:

Salesperson:Let me summarize what we have talked about. You have said that you like the money you will save by doing the repairs. You also like our response time in saving the flanges so that they can be rebuilt when needed. Finally, you like our three-year warranty on service. Is that  
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