“Part of my job involves purchasing. That means I have to deal with salespeople. I hate the song-and-dance that goes on. They act like they’re your friend, but they’re just there to sell you something, right? “And if you don’t watch out, you’ll end up buying too much, the wrong thing, or something that’s priced…
Jerry has been trying to get a local supermarket chain to carry his company’s frozen food products. Jerry recently had a conversation with Anita, the buyer; part of it went like this: Jerry: Anita, if you can start with our line of frozen snacks, I can offer an introductory deal with no risk, and you…
The Situation Denise sells industrial paint to manufacturers. Because of its excellent business practices, her company has always been the leader on price. That’s why she was stunned recently by what regular customer Steve had to say: Steve: The bid you sent for white primer . . . it was 10 percent more than what…
The Situation Kim is the sales rep for an upscale office remodeling firm. She’s been calling on Josh, the office manager for an insurance company. Josh has told Kim that his company wants to update its offices with a new look. He has told her that his decision will most likely be accepted by his…
The Situation Ava has been selling commercial plumbing supplies for five years and knows her products well. She got a call from Jeremy, who operates a successful inn with his wife. Jeremy is upset because he has had to replace three hot water heaters in five years. While that has been covered by warranty, he…
The Situation Dana sells insurance for a reputable company. Many of her customers are young adults, such as Pierce, who is getting married soon. This would be his first life insurance policy. Dana has talked with him about his plans for the future. Now, she has prepared a copy of her recommended policy and is…
The Situation As a sales rep for a ready-mix concrete company, Brad has been doing business with a construction contractor named Javier for quite a while. Javier tells Brad that a representative from another company has offered Javier the same product he has been buying from Brad, but at a price that’s seven percent lower….
The Situation Sanya is in charge of events for her company, which hosts quite a few lunches and dinners. To perform well, she needs a good food caterer. She is currently looking for a new vendor because she feels her current provider does not offer enough variety for clients who have restrictive dietary requirements. While…
The Situation Aaron is a sales rep for a janitorial service company. While his firm has had success cleaning government office buildings, he now wants more private sector business. Armed with lots of marketing support, Aaron is talking with Marissa, who is in charge of her company’s three buildings:
The Situation Sean is an account executive for a company that distributes smoked meats to supermarkets. One of his past clients, Carlos, was purchasing manager for a supermarket chain. Sean wrote sizeable orders with Carlos, and the two enjoyed a good rapport. They even played golf on occasion. But Carlos changed jobs and is…
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