Selling: Building Partnerships 7th Edition by Barton Weitz,Stephen Castleberry ,John Tanner

Exercise 16

Jerry White worked his way through college by selling Home Theatre Systems at Best Buy. He has done well on the job and is one of the top salespeople in the home electronics department. Last week Safety Harness, Inc. offered him a job selling seat belt kits to school bus manufacturers. Explain the differences between selling in a consumer electronics store and the Safety Harness, Inc. sales job.