Prepare a summary of the case including an analysis of the major facts and potential dilemma.|sales management

Prepare a summary of the case including an analysis of the major facts and potential dilemma.|sales management

want help..

Read the Mid-Town Office Products case at the end of Chapter 7. Each question should be discussed thoroughly.

1.prepare a summary of the case including an analysis of the major facts and potential dilemma.

2. Ron has met with a potential new customer in downtown Los Angeles. She likes his products but acknowledges a loyalty to her existing supplier of office supplies. She states, “I have known Bill Gentry for 5 years and he has been a very reliable supplier.” Discuss this type of objection and explain the best way to handle it.

3. One of the customers that Ron inherited has told him that they are considering switching to an online supplier because they are cheaper and offer next day delivery. How can Ron effectively respond to these buyer concerns giving consideration to the basic points of negotiating a win-win solution?

4. Being a successful closer will be essential to Ron’s success. Why is it important for Ron to be able to use different closing methods in different situations? What are some closing mistakes that Ron should try to avoid?

3 SCHOLARLY References need to be used as well as the textbook. So that makes a total of 4 required references.

Textbook is Relationship Selling can be counted as one of the 4 required scholarly references correct citation below

Johnston, M. & Marshall, G., Relationship Selling, 3rd ed., 2009.

300 words per question APA style only. plagiarism free, please. 4 references are required. References can only be for a 5 year time span between 2013-current. Please do not use any further than that. No Plagiarism Please

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