Selling 9th Edition by Stephen Castleberry,John Tanner

Exercise 16

You've identified a process by which your company could recycle packaging material, saving the company about 10% of the packaging costs. But when you talk this over with the person in charge of shipping, he says, "You're just a sales rep! Go sell something and let me do my job!" What do you think is driving his reaction? How would you respond? What would you do next?