Final answer:
The best response to the prospect is to ask "What else can I help you with?", showing openness to further discussion. This approach is aligned with effective sales strategies and the foot-in-the-door technique, emphasizing patience and building a relationship before finalizing a sale.
Step-by-step explanation:
In response to the prospect's statement that the computer system addresses their important needs of improved throughput and fast remote access for field staff, the most professional and courteous reply among the options provided would be c) "What else can I help you with?". This response is open-ended, inviting further discussion, and it conveys a willingness to provide continued support and ensure all the prospect's needs are met. Additionally, this approach is consistent with successful sales and negotiation strategies, where the focus is on building a relationship and understanding client needs fully before moving ahead with a transaction. Option b) "Let's proceed with the purchase immediately." could be seen as too pushy and might make a prospect uncomfortable if they are not yet fully ready to commit. Building on the concept of effective communication and persuasive techniques like the foot-in-the-door technique, it's important to be respectful and patient, gradually leading to the end goal of finalizing the sale. The timing of when to push for closing a sale is critical, and being too aggressive can backfire.