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QUESTION
Tate sells coffee machines to offices. He is trying to conclude the sale of a large coffee machine at the headquarters of a large management...
Tate sells coffee machines to offices. He is trying to conclude the sale of a large coffee machine at the headquarters of a large management consulting company. He finally offers them free delivery and 8 coffee grinders at half price if the consulting firm representative agrees to purchase 8 systems from Tate--one for each of its regional offices. Tate is using a closing technique called:
