preview

Xacc/280 Week 4 Case Study

Decent Essays

The difficulty with this particular sales scenario is that there is no real objection from the potential customer; therefore, he does not see a need to make a real change at this time. Nevertheless, the prospective purchaser did make mention of delivery hours assuming he could maneuver through the delivery obstacle, it is possible to consider the customer was leaving the door open for Ron to ask more questions. In such a selling situation where the likely buyer may not even be aware of an existing problem, it would be wise for Ron to utilize the “spin strategy” approach. By asking a series of qualifying questions, the customer’s answers may offer crucial information that Ron can use to detect the prospective buyer's needs. In doing so, the client may very well identify a problem. Ron should continue asking questions that will help the customer see the full effect of the issue to be resolved …show more content…

The key here is to be creative. With a dedicated person to sell office products in downtown Los Angeles, it would seem likely that a dedicated delivery truck and driver will also be needed. So it may be advantageous to provide some flexibility and offer a time other than 6:30 am. This option may be more suited to the buyer’s needs if the bank doesn’t open until 9:00 in the morning. On the other hand, it may not be the time that is the problem, but the physical location where the supplies are being delivered. If we could meet your delivery requirements, would you consider allowing Mid-Town Office Products an opportunity to supply your next order at a time that would be more convenient for you? At this point, my experience has taught me that you stay completely silent until the prospective customer provides you with an answer. If you continue to speak after you asked the question, you may just talk yourself out of a sale when the buyer was willing to provide his response as a simple yes (Johnston & Marshall,

Get Access