A couple enters a store and approaches an associate about buying a china cabinet. They have $1,000 to spend. What should the associate do?

• A. Suggest sale merchandise as a possible purchase.
• B. Give the couple brochures with information on different products.
• C. Direct the customer to the manager for further information.
• D. Determine what the couple wants by asking questions.

Answer: (A)

Matching options to the customer's stated budget is a smart sales move. Since the couple has a clear spending limit of $1,000 for a china cabinet, the associate should present sale-priced merchandise that fits within that budget. This shows respect for their finances, provides concrete choices they can actually consider, and increases the chance of closing the sale by offering options they can afford right away. If they’re interested in higher-end pieces after seeing the sale options, the associate can explore those later, but starting with budget-aligned choices keeps the conversation productive and demonstrates value.

Giving brochures is helpful for information, but it doesn’t actively guide the customer toward a purchase within their budget. Directing the customer to the manager adds unnecessary friction. Asking questions to determine needs is valuable, but the immediate step that moves toward a sale in this scenario is presenting sale merchandise that fits the $1,000 limit.