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

Exercise 13

Salesperson Mary Ritter enjoys meeting people and helping them solve their problems. Although she is excited when she obtains commitment, she really went into selling because she has a strong need to make friends and develop relationships. She is very patient and not averse to taking risks. She has lived a number of places in her life and has developed a tolerance for ambiguity and new situations. Do you believe Mary will make a good negotiator Why or why not