Selling 8th Edition by Stephen Castleberry,John Tanner

Exercise 3

Your first call after hanging up with Allison is with the senior engineer who gave you the wrong information. He claims that there is a simple fix, but a DTE engineer will have to make the trip there to do it and it is about $5000 trip. First, what would you say to your manager who has to sign off on that expense? Second, how do you handle Allison?