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Selling 8th Edition by Stephen Castleberry,John Tanner
Edition 8ISBN: 978-0073530017Selling 8th Edition by Stephen Castleberry,John Tanner
Edition 8ISBN: 978-0073530017 Exercise 7
Review Dr. Evans's list of requests for salespeople ( Exhibit 2.6 ).
a. What principle seems to underlie all his requests?
b. He requests that salespeople not ask what he prescribes or why-he feels that this is collecting marketing information and debating his choices. In addition, he requests that salespeople not ask him to prescribe their drug-he'll make that decision on a caseby- case basis when appropriate. These are two standard practices in selling: finding out what customers' current products are and asking for the order. Why would he consider these bothersome practices? Should his request be honored in all situations with all customers? Why or why not?
a. What principle seems to underlie all his requests?
b. He requests that salespeople not ask what he prescribes or why-he feels that this is collecting marketing information and debating his choices. In addition, he requests that salespeople not ask him to prescribe their drug-he'll make that decision on a caseby- case basis when appropriate. These are two standard practices in selling: finding out what customers' current products are and asking for the order. Why would he consider these bothersome practices? Should his request be honored in all situations with all customers? Why or why not?
Explanation
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Dr. E's list of requests for salespeople...
Selling 8th Edition by Stephen Castleberry,John Tanner
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