week 2 sales and sales management

Read the Mid-Town Office Products case at the end of Chapter 7. Each question should be discussed thoroughly in 200-250 words.

1.

Provide a summary of the case including an analysis of the key facts and potential dilemma.

2.

Identify the potential sources of concern that Ron is likely to encounter when he begins to make calls on his customers in downtown Los Angeles

3.

Pick one of the concerns you listed in the previous question and examine it in further detail with consideration given to the basic points of negotiating a win-win solution.

4.

Assume you are Ron and a customer has expressed the following concern: "We don't want you delivering during banking hours. Bringing in big boxes of supplies will upset our operations and our customers who are here trying to conduct business. Our current supplier makes deliveries before 6:30 in the morning and I don't see any need to change." How to you respond?