Case 6.4 “Closing the Deal”
Wright Boazman, sales director for Sunrise Land Developers, views the job of a land salesperson as one that “helps the prospect make the decision to buy.” In Wright’s experience, one of the most effective closing techniques was what he termed “the other party.” Is anyone able to close a deal with the right techniques? (Shaw, 2017, p. 241).
- Do you disapprove of the sales tactic, or is it a legitimate business technique? How might it be morally defended?
- Suppose you knew either that the prospect would eventually decide to buy the property anyway or that it would genuinely be in the prospect’s interest to buy it. Would that affect your moral assessment of this closing technique? Do customers have any grounds for complaining about this closing technique if the law allows them three days to change their minds?
- What ideals, obligations, and effects must Jean consider? What interests and rights of the customer are at stake?
- What weight should Jean give to self-interest in her deliberations? What do you think she should do? What would you do?
- What rule, if any, would a rule utilitarian encourage real-estate agents in this situation to follow? What should the realtors’ professional code of ethics say about closing techniques?
- 2-3 pages, not including title or reference pages.
- APA writing style must be used for all formatting. (Double-spacing required)
- Please see the “Case Analysis Rubric” below for specific grading details.