Assignment 2ProfessionalSellingDeleteZoom InNew CommeCASE 4-1SKAGGS MANUFACTURINGJohn Alvez arrived promptly for his 10:00 AM. meeting with Martha Gillespie, the buyer for Skaggs Manufacturing. At10:15, when she hadn't arrived, John asked her secretary if she was out of the office for the morning. The secretary smiledand said, "She'll probably be a few minutes late." John resented this delay and was convinced that Martha had forgottenthe appointment.Finally, at 10:20, Martha entered her office, walked over to John, said hello, and promptly excused herself to talk to thesecretary about a tennis game scheduled for that afternoon. Ten minutes later, Martha led John into her office. At thesame time, a competing salesperson entered the office for a 10:30 appointment. With the door open, Marthe asked John,"What's new today?" As John began to talk, Martha began reading letters on her desk and signing them. Shortly afterthat, the telephone began to ring, whereupon Martha talked to her husband for 10 minutes.As she hung up, Martha looked at John and suddenly realized his frustration. She promptly buzzed her secretary andsaid, "Hold all calls." She got up and shut the door. John again began his presentation when Martha leaned backward inher chair, pulled her golf shoes out of a desk drawer, and began to brush them.About that time, the secretary entered the office and said, "Martha, your 10:30 appointment is about to leave. Whatshould I tell him?" Martha replied. "Tell him to wait; I need to see him." Then she said, "John, I wish we had more time.Look, I think I have enough of your product to last until your next visit. I'l see you then. Thanks for coming by."John quickly rose to his feet, did not shake hands, said "OK," and left.QuestionsWhat nomverbal cues did the salesperson, John Alvez, experience when contacting Martha Gillespie?2. If you were John Alvez, how would you have handled the situation?

Selling is both an art and science. Salespersons need to be able to understand the verbal and…

Answered: 1. What nomverbal cues did the…

1. What nomverbal cues did the salesperson, John Alvez, experience when contacting Martha Gillespie? 2. If you were John Alvez, how would you have handied the situation?

Understanding Business

12th Edition

ISBN:9781259929434

Author:William Nickels

Publisher:William Nickels

Chapter1: Taking Risks And Making Profits Within The Dynamic Business Environment

Section: Chapter Questions

Problem 1CE

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